Helping your client along the way

When closing, you need to lead your buyer toward the finish line and cross it with them.

They’ll have emotional hurdles at this point in the process -- that’s natural. It’s up to you to be their rock, providing reassurance and stability.

They’re going to raise concerns. Embrace them. Handle them with calmness, moving them toward the close. Show your buyers that you’re committed to them for the long haul.

Be decisive: Make recommendations to help your buyer get from uncertainty to certainty.

Let leadership be your MO.