As a real estate agent/broker, once you have a lead, the next thing you need to do is to close the lead and turn it into a sale. This is music to the ears of any marketer. However, this process could take months or even years within the real estate industry. As a real estate agent or a salesperson, you must know the basics of closing a sales deal. We will take you through important closing sales tips that will help you close deals.

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1. Offer Value Rather than Features

Salespeople normally have a knack for talking about the features of a product rather than the value. The difference between the features and the value is that the features are technical and may not even be understood fully by the client but the value lets them know how useful the product will be to them. It’s personal.

In real estate, apart from just talking about the size of land, how many floors the building has and the location, let the client know how building their home on this piece of land will fit their needs and how being close to a shopping mall, a hospital and their office means that they can connect with many aspects of their lives without having to compromise. People appreciate value, and highlighting that value of a property or product will almost always help you close the deal.

2. Get Personal

We spoke about value on the first point. In order to be able to establish the value for a client, you must get to know them. Value tends to be relative to each person so unless you get to know them, it will be difficult to establish what it is that will bring them value. Get to know more than just where the person works and how much he will be able to afford on a 10-year mortgage, for instance.

Ask about their life and family, school etc. These details will help you establish why the property you are trying to sell to that person will be of value. Getting personal on issues like land also builds trust. Accomplishing this, you transcend the limits of an ordinary real estate broker, you become a valuable asset to your client because you have a relationship. Money is an exchange of trust so do your best to get to know your client.

3. Do Not Rush

Sometimes, because of targets and deadlines, you might be forced as an agent to close a deal as soon as possible or before the month ends. This may force you to try and rush the client to make a payment by letting them know that another client is interested so they should make a decision quickly. This tactic is not the best as it may put off a client who might have been considering your property.

Be patient, yet very firm, on when they should make a part payment for the land or house. Being impatient can drive away prospective clients as buying a house or land requires research and that takes time.

4. Play Your Cards Right

People buying property always have questions. Sometimes, they might be comparing two or more properties and want to make sure that they get the best deal. It is at this point that you should know how to play your cards right. If you have a special discount that you can offer or a special mortgage that will work well for your client this is the time to use it.

Offering perks at this time can turn the tables in your favour and help you sign the deal. You might have to go the extra mile at times but it is necessary if you want to close the deal successfully.

5. Be Friendly and Professional

Many leads that companies get are put off by the first person they talk to when they call to make an enquiry. After spending so much to attract a lead, losing them through being unaccommodating is a very sad situation. Make sure that the person taking those calls is well trained, personable and knowledgeable. They should be able to establish a professional friendship with the people that are calling.

Smile even when you are on the phone. People can feel that and it sends the right message to them that they can work with these people. Your communication should be professional and helpful so the client feels that you are here to help. Never show your frustration to a client and always be at your best, especially, when you meet new clients.

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We hope you learned some new things from these tips and your sales transactions improve as a result this week. If you are a real estate agent or developer and are looking for a way to attract leads and eventually make sales by closing a deal, then you should get signed up on meqasa.com. With over a million page views from locals and foreigners in search of property each month, you are sure to get qualified leads just by being present on meqasa.com. Talk to us now and start selling real estate in Ghana like never before. Call us on 050 686 6060 to get started.