A lot of agents struggle with asking for the order and moving clients to the next step. That’s where bottlenecks show up in your business.
Maybe you get the appointment, but can’t retain the client. Or you sign the listing, but the seller won’t accept offers. Or you get through to the inspection but stall during negotiations.
I’ve been there. That’s why I rely on three proven closing techniques I’ve personally used for years. These strategies will help you guide clients from step to step and ultimately get them across the finish line.
1. The Takeaway Close
This is one of my go-to closes because it works in so many scenarios, including offer negotiations, inspection negotiations, and even when you’re asking a buyer to sign an agency agreement.
Here’s how it works: take the pressure off by letting the client know they don’t have to move forward right now.
Example:
“Hey Nick, I know this requirement feels unusual. These changes just came out a year ago. Why don’t we cancel the tour for now and set up a time where I can walk you through the process? That way, when you do find the right home, you’ll be ready to act.”
The takeaway close removes desperation from your words. It makes the conversation easier, keeps the client in control, and shows them you’re focused on their best interests, not just the sale.
2. The Alternative Choice Close
Most agents don’t value their own calendars. They throw their schedules out the window the moment a client asks for a time that doesn’t work. That’s not how you run a business.
When a client suggests a bad time, use the alternative choice close.
Example:
“Unfortunately, Sunday night doesn’t work for me. The good news is I can meet you on Monday at 3:00 PM or Tuesday at 10:00 AM. Which one works better for you?”
You’re giving the client control, but on your terms. It protects your time and keeps you in charge of your schedule.
3. The Options Close
This one is perfect for negotiations, such as pricing a home, reviewing offers, or handling inspections. Always offer three options.
Example during offer negotiations:
- Accept the offer as it stands.
- Reject the offer outright.
- Counter the offer and adjust terms.
You can also explain a potential fourth option: waiting for another competing offer.
Here’s the key: when you present options, don’t use the word “but.” Replace it with “and.”
“Option one is this. Here’s why it could work, and here’s what might be a concern.”
That way, you’re not contradicting yourself. You’re showing the pros and cons in a balanced way, and clients feel empowered to choose.
Bonus Close: “So You Want to Get Started?”
When you’ve finished your pitch, don’t ask, “What do you want to do?” That creates hesitation.
Instead, confidently say:
“So, you guys want to get started?”
Simple. Direct. And often, exactly the nudge your clients need.
How to Master These Closing Techniques
- Practice them until they’re second nature.
- Role-play with your team to get the language down.
- Keep it concise. The longer you talk, the more likely you’ll lose someone.
When you know these closes cold, you can deploy them at the right moment and get results for you and your clients.
