Closing the Deal: Three no no’s
Posted on: 11/30/2017
Closing the Deal: Three no no’s
Working in real estate is one of the most rewarding careers to have, both financially and professionally. On a daily basis, you have the opportunity to interact with people who are making one of the most crucial decisions of their lives: where to live. It’s a very exciting time for the client and it can be an exciting time for you too. Probably the most thrilling and worrisome point in the whole real estate process is when you are about to close on a property. You want to make sure everything is perfect. The paperwork, the inspection, the client’s nerves, the other realtors paperwork, etc. You don’t want anything to go wrong. You’ve worked so hard to get here. Just think about all the time you’ve spent coming to this point. You found the client through real estate mobile marketing, searched for properties for months fo them, put together the paperwork when they found the property of their dreams, and now you are so close to all of your hard work paying off and coming to fruition. So, here are a few things to avoid when you’re about to close the deal.
First, avoid assuming. What I mean is: you should never assume a client’s decision. In the end, it is the client who is going to sign the papers and purchase the property, not you. Make sure all your ducks are in a row so when it comes down to signing on the red line, nothing is out of place. You don’t want either party to back out of a deal because one form or application was filled out incorrectly. Be sure to double check all the forms you’re helping the client with. Most people are completely clueless when it comes to real estate paperwork, but you aren’t. You are the expert and your client has put their trust in you to make sure that all is well.
In addition, don’t assume a client will answer a question one way or another. Always ask; never assume. Whether you are unsure or not. Asking never hurts. And it gives the client some ownership of what you are doing for them. Afterall, it’s their money and property that you are dealing with. Working this way has its own reward. At the end of working with a client, you can ask for a review to put on your website, social pages, and even on your real estate mobile marketing. If you avoid assumption and let the client know that the ultimate decision lies with them, then in the review they will sing your praises. Which is exactly what you need to attract more clients.
Second, check your social media (and website too). When you are close to closing on any deal, make sure that your internet presence is in check. Far too many companies and people have lost out in the end because of a comment they made online. For example, the Digiorno pizza company had to shut down their twitter account when they jumped on a trending hashtag and went in the wrong direction with it. There was public outcry over its comment and the company had to apologize for its misuse of social media. You don’t want to say anything that could even remotely be construed to offend or hurt another–especially a client or someone close to them. Double check your social sites, whether they are personal or professional, to make sure they are closing ready.
You can never be too cautious in this regard. Since you work directly with people, it’s incumbent upon you to always be hypersensitive of what you share online. Your online presence should showcase who you are and how you can help others. An easy way to do this is to create an auto-leading text magnet for your real estate mobile marketing that will lead others to your well-cultivated online presence. This way you have autonomy and control over what current and potential clients see about you. And don’t think that just because you don’t do your real estate marketing online that your current and potential clients won’t find or seek out your online presence. Since people are naturally curious and you are providing them with a service that requires a great deal of interpersonal interaction, it’s only natural that they would want to find out more about you. In today’s world, that means a quick internet search. And you don’t want a client, or a potential client, to be displeased with what they find out about you.
Third, always be on the lookout. Once you are finished closing on one home, you’ll need to have another lined up. This requires you to work tirelessly to achieve your real estate business goals. There is no rest for the stalwart real estate agent. You need to be a multi-tasker. The property you are closing on at the current moment should never preclude the property you are closing on next. It’s important to never get too distracted and forget to plan ahead.
Planning ahead can help you succeed in closing many times throughout the year. In order to succeed as a real estate agent, you need to do business in all times and seasons. You can’t just come home, put your feet up and relax. You need to always be on the lookout for your next client and property. However, you don’t want to get burned out. Being a real estate agent can be a great career, but realtor burnout can turn even the best realtors against real estate. Therefore, it’s critical that you solidly enjoy what you are doing. If you don’t enjoy the real estate business, you shouldn’t be a realtor. Simple as that. It’s not a job for everyone. A real estate business takes 24/7 commitment and a willingness to put clients needs and wants above your own.
So, remember when you are closing on a home to watch out for these three no no’s: assumption, a poorly curated online presence, and burnout. Following the advice listed above will help you become and remain a successful agent, avoid burnout, and always be able to please the client.