The majority of real estate agents fall at the last hurdle when it comes to signing a new client – the close.
Experts believe this is likely down to one common reason – regardless of the level of experience they have, agents fear being rejected.
That’s completely understandable, as nobody likes rejection, and the close is the part of the listing discussion where the clients can turn around and say no. All of your hard work, research and selling prowess boils down to those final ten seconds and if you haven’t presented yourself effectively, those moments can be truly intimidating.
Some of the biggest mistakes agents can make at the close of their listing presentation are not reading signs from their clients, rushing through the process, and trying to close on the sale far too early. The close should be used as a summary of the presentation to go over details that have already been agreed, making it easier not only for you, but also for the client.
If you want to increase the chances of getting signatures on the dotted lines of all the contracts you put in front of potential clients, you need to know these 4 tips. Read on to find out more:
1) Become Your Client’s Friend in the Real Estate Industry
You might feel awkward and weird about making the presentation, but if you make it awkward and weird, your potential clients will feel awkward and weird too. Nobody wants that.
They want you to be their trusted real estate advisor, so you need to become their friend in the business. You can gauge your client’s thoughts and feelings by running trial closes throughout the presentation. This will give you a good insight as to any objections they might have.
2) Don’t Just Ask Questions – Ask the Right Questions
Your style and tone throughout the listing presentation should be friendly and approachable, not overly formal. With this tone, you’ll be able to keep your clients engaged and get insightful responses from questions you ask.
However, these need to be the right questions. You shouldn’t put pressure on your clients, you should lead them into outcomes and decisions they make themselves.
Asking questions like “What do you need from me?” and “What can I do to make you feel comfortable moving forward?” will give them the confidence to take the next step.
3) Act Like Achieving Success is Normal for You
When you close your deal, don’t overdo it. You need to make it look like something you do every day. Move forward by signing your agency agreement, thanking them for their time and their instruction, and stating that you look forward to helping them sell their property.
From here, talk them through what the next steps will be. Explain how you’ll communicate with them, what you’re be doing to market their property, and when they can expect to hear from you.
4) Don’t Despair if You Don’t Win Their Business
In real estate, a short-term loss can become a long-term win. You need to be gracious regardless, and this can be done by sending them a simple card thanking them for their time. In this, include your contact details and let them know that if they ever have any questions, they can get in touch with you for an informal, friendly chat.
Understanding that the business relationship is still intact will make your lost client feel comfortable with you. This could lead to referral business from them, or even a future sale from them further down the line.