How to close a real estate sale?

 
 To close a real estate sale we must pay attention to each step of the process, that is, from the first moment we make contact with the client until the day of signing, and not focus only on the visit to the property. Therefore, to reach the instance of sale of a property, we must first generate the conditions so that both the buyer and the seller trust us and make this decision with greater security.
Although there are several techniques to ensure a closure or even to achieve it faster, the truth is that achieving this goal has to do with a process and not with a specific action or event. If we have the right information, we know the needs and interests of both the seller and the potential buyer, and we know how to prepare for the sampling of the property, we will get the sale in much less time and without so much effort.
In this opportunity we are going to review the points that you must prepare to get a real estate sale quickly and without spending your energy on strategies that do not give results.
Then we will tell you how to make visits to properties to speed up the process; And we are going to teach you some techniques that point to the precise moment of closing, so you can convince your customers. To finish we will see those issues that you should avoid ifyou want to achieve better results.
 
 

How to prepare to close a real estate sale?

There are three elements that we can study before reaching the moment of closing a transaction with accurate information and prepared strategies, which will help us expedite this instance and persuade the client. These are the points that you must be clear about to reach a sale:

1. Extra information about your customers: when a potential buyer contacts you, it is very useful that you register in addition to their basic information (name, telephone and contact email, property in which they are interested, etc.), additional data about what they are looking for:  what type of property you are looking for, in what area; How determined you are to make a purchase, how much you are willing to spend, and more. This will help you  identify their interests and needs and save you from wasting time showing them properties that will never meet their expectations.
 
 
2. Exact information about the property: for any real estate transaction you must know the basic data of the property (location, size, estimated price, etc.), but there is more information that is good for you to register to better reach a sale.  Its advantages and defects, the age of the building, the quality of its materials, the characteristics of the neighborhood, among other things. Having this data will help you know which properties match what the buyer is looking for and why you can offer the most appropriate, accelerating their selection and booking process. 
3. Prepare 5 objections: There is something that is known in the real estate world as the rule of 5 objections. These are 5 precautions that customers can have, which delay them when making a decision about a purchase. They are normal concerns, anyone can have them before a major transaction. That's why it's important to think about what to answer when these customer objections arise: "I don't have money," "I don't have time," "I don't need it," "I don't  need it," and "I don't trust you." For this we can prepare different arguments and strategies to disarm these concerns before they arise. For example, at the beginning of a visit we can ask the client how much they are willing to spend, and thus prevent the objection of "I have no money" from arising later in the conversation.
‍
From everything seen, perhaps the most difficult point is that the client trusts you. For that you must pay attention to the details, the way you have topresent yourself and the deal with the buyer.

How to display a property to get a sale

How you prepare and sample a property will largely determine the sale of the property, as how you handle the client's concerns and first impression will tip the scales one way or the other. That is why it is essential that you learn what to do before, during and after a visit:
1. Before: we must arrive on time and prepare the property for the visit. Ventilate the environment, observe that everything is in order and take care of details. Placing a speaker with ambient music or preparing a pitcher of coffee that fills the space with aroma, are always well-valued details. This type of gestures will make the client more predisposed.
2. During: you must treat the customer with great kindness, be ready to respond to any questions or concerns that may arise, without stunning him with sales speeches or data that he did not request. A good idea is to wait for him in the most beautiful atmosphere of the house in silence, so that those interested come when they have a question.
3. After: in addition to registering the data of the interested client at the end of the visit, what must be done later is to follow up. Continue to contact the buyer regularly and accompany him throughout the purchase process.

Closing techniques for real estate sales

Although the ideal is to prepare the closing of a sale from the beginning of the dialogue with the client, there are specific techniques to convince the buyer at a precise time. If we learn to use these tools and complement them with what we have been seeing, forming an operation will be much easier. 
We leave you these 3 techniques to close a real estate sale quickly:
1. Technique of the visit form: consists  of delivering a form at the end of the tour with three questions. The first two will be about the client's opinion regarding the property (for example what he thinks of the location and the building: very good-good-bad-very bad). The last question is the one that defines this tactic: "Would you buy this property? This form will save you a lot of time and effort to convince the customer. If you answer no, that's it, there's nothing to do. On the other hand, if he indicates that "I would buy the property", you canautomatically  invite him to make a reservation in this way: "I saw that you marked that you would  buy the property, so why do we not fill out a reservation form?". In addition, this strategy allows you to circumvent a frequent attitude of customers when looking for sales, criticizing the property and marking its defects, since it allows you to go directly at the time of executing the reservation.
2. Urgency generation technique: This technique is used in any area of marketing and may be familiar to you.  It is about rushing the client through the generation of the feeling of urgency.  This can be achieved simply with promotions and temporary discounts, marking the high demand of a certain real estate sector or showing the number of interested in a property. With this strategy you have to take care not to disturb the customer by actively aiming at the generation of this urgency. We must show it through posters, small notices in the publications or mention it 1 time only at the beginning of the conversation. If we continue to emphasize it, the client will notice the effort and you will not achieve the desired effect, but you will seem desperate to close the sale.
3. Emotional roller coaster: in this case we will manage the client's expectations in our favor. What we are going  to try is to raise or lower your vision of the property, so that you arrive at the time of the visit ready to close the sale. For example, we started with an excellent, well-written advertisement with professional photography and premium highlights on the portals. Then, in the virtual tour and in the contact by call, we will highlight the defects and shortcomings of the property so that your illusion collapses. This barrier will only be passed by those who are really interested in the property, then when you arrive at the face-to-face visit you will find all the positive aspects that we did not mention above and you will be convinced to make a reservation.

3 Things You Should Avoid to Close More Sales

Now that you know how to prepare the closing of a sale from the beginning and some specific techniques to speed up the process, let's see some things you  don't have to do if you want to get more reservations:
1. Do not accumulate junk properties: it may happen that in the eagerness to enlarge our portfolio of properties, we begin to prospect properties with serious complications, either due to their state of deterioration, their location, an uncompetitive price, among other things. If you havemany properties like this on offer, reaching a sale will be difficult and will take longer.
2. Do not be too insistent: whatever your technique or sales speech, it is not advisable to overwhelm the customer with explanations, advice and opinions. It is better  to listen actively and use more subtle strategies, which do not become a nuisance for the buyer. In case of seeing that things are not going well or that there is no interest in making a purchase, insisting will not be of great help.
3. Do not break your word: this point is fundamental to build your credibility.  If the customer does not trust you, it is difficult to close a purchase.  For example, if you used the emergency generation strategy with a special promotion that lasted 1 week, do not include this discount on people who call 1 month later, because you will not get the desired effect and even worse, the customer will distrust your word. With these tips on what not to do, proper preparation to accompany the customer from the beginning and one or two sales techniques, 
reaching a closure is going to be an easier task.