Here’s how to get your prospects to sign a contract with you.
What is the No. 1 way to fail in your real estate career? Statistics show that 90% of agents leave the business after only two years. That’s because they can’t take someone who is interested and get them into a contract.
Taking a client from interest to closing is an important skill, one that applies to everything you’ll ever do in life. It’s also one of the hardest to learn. You can do everything else well in your real estate career, and none of it matters if you can’t get somebody to contract.
The key to this skill is to find out if they really want to get into a contract. Marketing is not making people want something but rather discovering the people that want something. The best way to do that is to find someone who actually wants to buy or sell a home.
“Taking a client from interest to close is an important skill.”
The No. 1 secret is to go in with an open heart. Recognize that you don’t know what the client should do and that they know what they want to do. Your only goal is to provide the client with the space for them to find out. If you practice this 30 times, you’ll see that you are good at helping people discover what is already inside them. Even if they don’t want to move after all, it’s still a win. You can then help them discover how to enjoy where they’re at.
If they find that they do want to move, your next steps are easy. You ask if they need your help, and then you help them like your life depends on it. What can you do to get them where they want to be within their time frame and as peacefully and profitably as possible?
With those secrets, you’re aiming for success when taking a client from interest to contract. Help the client discover what they want, ask them if they need your help, and then help them get there. If you have any questions about real estate, email or call me. Maybe I can help you discover what it is that you want.
