The Close

Intro

Closing the deal is where all your effort pays off. This stage is about finalizing the agreement, setting clear expectations for the seller, and ensuring a smooth transition. The key to a successful close is maintaining momentum and confidence while addressing any lingering questions or concerns.

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By the end of this section, you’ll learn:

1. How to guide sellers through signing the agreement with clarity and confidence.
2. The importance of setting expectations for next steps.
3. Techniques for leaving a positive lasting impression that encourages referrals and repeat business.

Guiding Sellers Through the Agreement

Objective: Make the signing process seamless and straightforward for the seller.

Key Techniques:

• Explain the Agreement Simply:
  Example Phrase:
  “The agreement is written in plain, easy-to-understand terms. It outlines all the steps we’ll take to close on time and for the full price we discussed today.”
• Verify Key Details:
  Before sending the agreement, confirm critical information:
  • Seller’s name
  • Property address
  • Agreed price
• Walk Through the Document:
  Once the agreement is sent (e.g., via DocuSign), stay on the line to guide the seller through each section.
  Example: “Let’s review this together to make sure everything looks right. First, here’s your name and property address...”
• Address Hesitations:
  If the seller seems unsure, reassure them with empathy.
  Example: “I understand this is a big decision. Is there anything specific in the agreement that feels unclear or concerning?”

 
Setting Expectations for Next Steps

Objective: Provide a clear roadmap for what happens after the agreement is signed.

Key Talking Points:

• Transaction Coordinator:
  Example: “Within 24 hours, our Transaction Coordinator will reach out to guide you through the process from start to finish.”
• Photography and Access:
  Example: “Within 72 hours, we’ll send a photographer to your property. We’ll also arrange for contractors or financial partners to visit if needed.”
• Timeline and Communication:
  Example: “Our average close takes about 30 business days. If you have any questions along the way, you can always reach out to me directly.”

Leaving a Positive Lasting Impression  

Objective: Ensure the seller feels confident and valued, increasing the likelihood of referrals.

Tips for Building Trust Post-Close:

• Celebrate the Milestone:
  Example: “Congratulations on taking this big step! It was a pleasure working with you to bring this chapter to a close.”
• Reinforce Availability:
  Example: “While our Transaction Coordinator will handle most of the details, you can always call me if you need anything.”
• Express Gratitude:
  Example: “Thank you for trusting us with this process. We’re honored to help you move forward.”

Addressing Common Closing Concerns  

Objective: Handle last-minute doubts or issues with professionalism.

Common Concerns and Responses:

• “I’m not sure I’m ready to commit.”
  Response: “I understand. Let’s revisit your goals—what would make you feel more comfortable moving forward?”
• “What if something changes after I sign?”
  Response: “The agreement is flexible to accommodate your needs. Let us know if anything comes up, and we’ll work together to address it.”