Today I want to talk about the importance of having a strong final or closing statement that you can say to your clients. This is extremely important, especially in this highly competitive market. When you are on a listing appointment it is important to remember that you are often competing against other agents and you need to stand out. Having a powerful closing statement allows you to do just that. With all the competition out there for listings, sellers are being inundated with all kinds of marketing materials and ideas and thoughts for listing their home. Often, what is missing for the seller is a personal closing statement from the agent.
A closing statement is what is said to a client as a way to assure them of your commitment to a great job for them or to show your desire to work with them. It also informs the client of your commitment to their success. It is assuring them of what you are going to do for them and that you appreciate their business.
Something as simple as looking a client right in the eye and saying any of the following is immensely powerful:
- “I really want to do this for you”
- “I will work really hard for you”
- “I can’t wait to get started on marketing your home”
- “I really want to represent you and I’m going to work hard for you”
- “I know I can get this house sold. I’m so excited about having the opportunity to work with you.”
What often happens when an agent arrives at a seller’s home to do a listing presentation is that they focus just on the job at hand and the ending of their presentation and time with the seller can be dull. An agent can present all the reasons why now is such a great time to sell and present fancy systems they have to make the listing a success, but the presentation can fall flat if the agent doesn’t make a connection with the client at the end of the presentation. They need to have a strong closing statement.
Do not forget how powerful it is to look someone in the eye and say, “Mr. and Mrs. Smith, I want you to know that I’m going to work really hard for you,” or “I’m going to earn your trust,” or “I’m going to do a great job for you.” A strong and effective closing statement lets the seller know that there is a level of passion involved with your work. It is such a great way to convey confidence while being respectful and polite. It will make you stand out.
That is why I HIGHLY encourage you to carefully consider your closing statement in your listing presentation. Make your closing statement a strong one and give the sellers one more reason to hire you.
By Denise Lones CSP, M.I.R.M., CDEI – The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.