Buffini & Company Blog

5 Powerful Techniques to Close More Deals

Featured Image

Are you ready to have a strong spring season, converting new leads into more sales and income? We’ve got you! At Buffini & Company, we provide the best services and resources that help thousands of clients reach their goals and beyond. Click here to sign up for a free business consultation to learn about how you can achieve that level of success too.

When it comes to closing a real estate deal, emotions can run high. As a real estate agent, you need to remain calm and professional in order to lead your client to their desired outcome. They will rely on your knowledge, advice and compassion. If you are calm and confident, they will be too.

The method you use to close a deal depends on your style of serving as well as each client’s unique style of communicating. For example, if you know you thrive on facts and like to get to the point – otherwise known as pragmatic — but your client considers how something is said versus what is said, recognizing and adapting to their style will lead to a more positive outcome. Being able to adapt to different styles is essential especially when so much is at stake.

       1. Consultative Close

The consultative close is a great method for real estate agents to use when trying to close a transaction. Also known as “needs-based” selling,” this is a sales approach where sales representatives act more like advisers than salespeople, according to Terrence Jenkins, Buffini & Company’s Director of Sales.   

“Instead of pushing a specific product, sales reps listen to the potential client’s pain points and needs,” he said. “Once the needs have been assessed, the rep can then recommend various solutions.”  

        2. Clarify Close

Clarify close is another common technique used in the real estate industry. Throughout the process you ask your client questions to assess what they want. By doing so, you will be able to eliminate obstacles along the way and lead them to saying a final “yes.” 

        3. Summary Close

In a summary close, you do just that — summarize the overall process the client has gone through. Review with them the great value and benefits they will get when the transaction is completed. Help them visualize what the end result will be after the sale is closed.

        4. Assumptive Close

An assumptive close requires you to be calm and clear and speak as though everything is in place and the deal is going to get done. That projected confidence may be what your client needs to feel as if they are making the right move to either buy or sell.

        5. Urgency Close

When you are using an urgency close you are conveying to your client that everything they requested during the buy/sell process has been met and that if they act now, the final transaction will bring them the results they want. Remind them that they have done their due diligence and that they can feel comfortable moving forward.

Put Your Clients’ Needs First

No matter what type of close you use, putting the client’s needs first should always be the most important factor. Your client will feel heard and respected. That in turn, will encourage them to refer you to their friends and family for any real estate needs they may have.    

If you would like more information and resources to help you convert leads into customers, close more sales and increase your income, we’ve got you! Visit www.buffiniandcompany.com/bc to book a free consultation with one of our experts.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

May 30, 2023

6 Steps to Take Now to Heat Up Your Summer Real Estate Business

Summer is a great time to take stock and recommit to your real estate business.

May 8, 2023

64 Unforgettable Closing Gifts to Wow Your Real Estate Clients

When a real estate transaction closes, it can be a time of great relief and elation for both the client and agent.

May 5, 2023

7 Steps Apartment Renters Can Do to Prepare for Homeownership

Homeownership is a primary goal for many people, especially millennials who are at the prime age when most consider buying a home.

April 14, 2023

21 Niche Specialties to Expand Your Business

In a competitive real estate market, you may want to consider expanding your sphere by specializing in a niche.

April 12, 2023

New Real Estate Agent Guide: Understanding the Basics of Escrow

In real estate there are two types of escrow: during a transaction and during the term of a mortgage.

April 5, 2023

8 Ways Rejection Can Help You Achieve Growth

No matter how you look at it, rejection stings, whether it is personal or in business.