6 Steps to Close a Real Estate Transaction

Sometimes it seems like a real estate transaction is almost done, when the buyer backs out at the last moment. Other times, it seems like the house or apartment for sale is just the right home for an interested party, but unfortunately, cooperation between the agent and the potential buyer doesn't work out. We've put together some tips that are worth following during the purchase process.

1. Believe in yourself

This is a much-repeated truth, but if you are confident and believe in the success of the transaction, then the probability that it will go that way is much greater. You are simply more focused and act purposefully. If you believe in the success of the transaction and are enthusiastic from the very first meeting with the buyers, then your positivity will rub off on them as well.

Your positivity must be genuine, however. If you don't believe that the transaction is the right one for the buyer, then you should say so.

2. Treat buyers the way you want to be treated

Be enthusiastic, but not pushy. This means don't overwhelm interested parties with an information avalanche at the very first meeting. The first time seeing a house or apartment is only to get an overview – there's no need to discuss details yet. If the client shows serious interest, it's time to present the numbers and information needed to make the purchase.

Be friendly, honest, and straightforward throughout the entire process.

3. Listen

Don't try to sell a specific house or apartment to someone who isn't interested in it. You're only wasting both of your energy and time. Listen carefully to what the potential buyer has to say about their dream home and wishes, but also about realistic possibilities, and ask questions that will help you get a clearer picture.

Asking questions shows that you're genuinely interested in what the client wants, and it helps build trust and may create long-term client relationships.

Selling is not talking. Selling is listening.

4. Be natural and authentic

Don't use sentences and phrases from some sales textbook to reach four transactions. Speak in your own words about what you yourself believe in.

And if you try to be someone you're not, it will show immediately. No one wants to do business with fake characters.

5. Be trustworthy

Buying and selling a home is always a personal transaction between people, and its success is determined by trust. The client must trust the agent as a person, but also certainly as a professional. If trust isn't built, the likelihood of reaching a deal is small.

6. Help the buyer overcome fears

One of the biggest obstacles to closing a deal is the fear of whether the right decision is being made. After all, it's a large sum of money, and most people who have done real estate transactions have probably felt some degree of fear or doubt.

Talking helps overcome such fears and doubts. Find out why the doubts have arisen or what's worrying the client, because ignoring the doubts won't get you closer to a sale.

Find comprehensive answers to all questions so that the person is completely sure they're making a good decision. That's how you reach a deal together.

If it's clear that the real estate object isn't suitable for this buyer, you should stop trying to convince them. But if you see that this is a stage that most buyers go through during the purchase process – namely, doubt – then proceed boldly with the sale and help them overcome their doubts.

Encouragement, problem-solving, and sharing sufficient information (on the basis of which the client can understand that this apartment or house is right for them) are the key factors in selling.