If you’ve ever felt uncomfortable with pushy sales tactics, you’re not alone. I’ve watched our industry evolve from the days of hard-sell scripts and high-pressure closes to a time when clients are more informed and more skeptical than ever. Today’s buyers and sellers do their homework. They know when someone’s being “salesy,” and frankly, so do we.
That’s why I’m passionate about real estate closing techniques that are honest, caring, and truly effective.
Here are my 9 favorite real estate closing techniques designed to move your clients forward with integrity and confidence.They are classic, timeless, and have withstood the test of time because they work.They aren’t gimmicks. Instead, they help your clients break through their fear and hesitation to achieve their real estate goals and dreams.
Remember, people make decisions based on emotion and seek to justify it with logic.
These real estate closing techniques help them find logical reasons to work through their fears. In any closing situation, you may need more than one technique.
#1 The Ben Franklin Close
The Ben Franklin close, also known as the pros and cons close, is a simple but powerful real estate closing technique to help a client think things through.
Draw a line down the middle of the page.
Help your client list all the pros of taking the action you are discussing.
Then, ask them what the cons are (Don’t help them! Let them struggle to create it. If the situation is truly best for them, the pros will outweigh the cons).
Suppose Winston from Tennessee Valley is looking at a home. He likes it but is stuck because it isn’t perfect. Maybe the master bedroom is small, or the backyard needs work. Instead of pushing him, I say:
“Winston, I respect whatever decision you make. But as your representative, let’s make sure we’re thinking this through. Let’s list all the pros and cons on a piece of paper.”
Winston lists his concerns, and I help him recall the positives. If the pros outweigh the cons, it’s clear he should move forward. If not, maybe it’s not the right home.
#2 The Summary Close
With this real estate closing technique, you summarize what the benefits are of taking the action they need to take. Be specific and make it exciting.
For example, after showing a home, I might say:
“Mrs. Buyer, this home is within your budget, in the right school district, move-in condition as you prefer, and clearly you love the floorplan. So, all we need to do next is to start the negotiation!”
With sellers, I might summarize my experience, marketing plan, and buyer database, then say the next step is to sign the listing agreement. Summarizing the benefits helps clients see the big picture and makes the decision easier.
#3 The Takeaway Close
Sometimes the best thing you can do is step back. This is known as the takeaway close, a real estate closing technique that can be very effective, especially with clients who are stuck or not listening to your advice.
The takeaway close is a psychological real estate closing technique that involves suggesting that perhaps the action isn’t right for them. This may spark them to realize that they don’t want to lose the opportunity.
Let’s say Dan is a buyer who wants to make a low offer, I might say:
“Dan, yes you can submit the lower offer if you choose. Which means, it’s not likely that you will win the bid. If you are not excited enough about this home to offer more, or if this is not the right home for you, then maybe we shouldn’t submit.”
#4 Using Third Party Stories
Stories are powerful. People remember them and learn from them. One of my favorite real estate closing techniques is to use a third-party story.
Early in my career, I worked with a young couple looking for their first home. They fell in love with a little yellow cottage but wanted to “sleep on it.” By the next morning, it was sold. They were heartbroken, and years later, they told me they wished I’d pushed them harder. I still use this story to help clients see the risks of waiting too long.
If a client is hesitating, I’ll say:
“I don’t want to pressure you, but how will you feel if this home sells before you decide? Let’s start the negotiations. You’ll have time for inspections and due diligence, but at least you won’t miss out.”
#5 The Assumptive Close
It’s not if, it’s when. You assume they will do what you ask and you assume they will choose you!
“When I list your home…”
“As we work together…”
“When you choose me…”
For example, At the listing appointment:
“Our next step is to simply sign the agreement.”
Don’t ask, “Do you want to choose me?” That puts pressure on the client. Instead, lead them gently to the next step. The assumptive close is one of those real estate closing techniques that builds confidence and momentum.
#6 The Apology Close
With this real estate closing technique, you apologize to the client that perhaps your lack of clarity in your explanation of the opportunity has caused them not to realize that this is an action they need to take.
“Mr. Buyer, I apologize that I have not fully explained the current market conditions. If I had been more thorough, I believe you would see the opportunity and take action.”
“Mrs. Seller, I know that you want to sell the home, and the fact that you are not comfortable signing the listing today tells me that there must be some unanswered questions or information I have neglected to provide. I apologize if I have not covered everything you need. May I ask, what is stopping us from moving forward today? How can I help?”
This approach builds trust and keeps the conversation moving forward.
#7 Closing on a Minor Issue
Sometimes, it helps to focus on a small decision rather than the big one. With this real estate closing technique you are focusing on closing on a minor point that is easy for them to make a decision on.
For example:
“Mr. Buyer, did we want to ask the seller to furnish a home warranty as part of our negotiations?”
If he says yes, he’s mentally moving forward with the purchase.
With a seller, I might ask, “Mrs. Seller, are you leaving the dining room chandelier as part of the items included in our listing agreement?”
#8 Reduce It to the Ridiculous
This is a real estate closing technique where you break down the monetary difference into a cost per month and/or per day.
Money is emotional. When a client hesitates over a price difference, break it down into something relatable.
“Mr. Buyer, accepting this offer will increase your payment by $300 a month. That’s about $10 a day which is about the cost of a Starbucks coffee and a muffin. What if you made coffee at home and bought the house you love?”
Comparing the cost to something familiar helps clients see it’s not as overwhelming as it seems.
#9 The Ultimate Close
Sometimes, you’ve tried every real estate closing technique and the client is still unsure. That’s when you use the ultimate close.
“Mr. Seller, at this point you have interviewed and researched me thoroughly and know everything you need to know about me to feel confident that I can get your home sold. At this point, you are either going to choose me or you’re not going to choose me. Let’s do this, let’s sign the agreement and get to work!”
“Mrs. Buyer, we have viewed many homes and thoroughly studied the market. This is by far the best property we have found. At this point, we either start the negotiations on this home or not. Let’s start the negotiations, so we can fight to win the home you love.”
This direct approach helps clients make a final decision.
Real estate closing techniques aren’t about tricks or manipulation. They’re about helping people achieve their goals. We don’t want to be arrogant or condescending. We do want to move people forward by sparking legitimate urgency if it’s appropriate for them. So, for example, if someone could not afford to buy a home, why would you be trying to spark urgency to get them to do it now before they could even afford it? We would not do that.
So, as you move through the year, practice these real estate closing techniques. Skill up. Selling is an art. There is really no better calling because without great salespeople, the world would not move forward as well or as easily.
If you ever need help or want to talk more about real estate closing techniques, reach out. I’m always here to support you.
Go out there and help your clients make their real estate dreams a reality—one conversation at a time.
Want more on closing techniques? Check out my webinar on this topic.
