Closing starts from the very first moment a client hears your voice. In fact, you must focus on closing during every link in the chain – the phone call, meeting, showing, follow-up, etc… Every single time you interact with a client you need the same level of confidence, enthusiasm and professionalism that you bring to the showing.

Make this a habit and you’ll automatically switch into “Super-Agent” mode whenever you deal with a client, whether it’s a casual email or the moment just before they say “Yes!”

However, close the next step, before you close the deal. When a client calls, the only thing you need to close is an “appointment”

When you show an apartment, the only thing you close is giving the client “floors, plans and pricing”

When you meet a client for the first time, the only thing you close is a “favorable opinion”

Saying “Yes” is not easy for the client. However, saying “Yes” to smaller, easier decisions is much more comfortable for the client. Which then leads to the final deal closing.