Closing a real estate deal is not only a financial transaction, but also an emotional one. Buyers and sellers have invested time, money, and emotions in the process, and they want to feel satisfied and happy at the end. As a real estate agent, you can create a positive emotional experience during a closing by following these tips.
Before the closing day, make sure your clients know what to expect and what to bring. Explain the closing documents, the fees, and the timeline. Send them a checklist and a reminder a few days before. Answer any questions they may have and address any concerns. By preparing your clients, you can reduce their stress and anxiety and build their trust and confidence.
Communication is key. Don't leave any questions the client has unanswered. Walk them step by step through the process. Remember that you know the process and foreseeable problems and can make them aware of any unseen circumstances...so express, explain and collaborate!
In my experience, establish a positive relationship with your client throughout the entire process. Make sure to let them know that you are always available, even after closing. On the days leading up to closing, reassure them that not every transaction is the same, and there will more than likely be questions that come up. You are there to answer their questions, it's your job and you want to do it well. When you tell them these facts, they'll be more likely to contact you and clear up any issues they have.
If clients know what to expect, they will be less stressed throughout the process and a less stressed client is happier client ?
It all starts with the need of being building one's life for the better, just like each puzzle ?? adds up to build the big picture and gives the DOSE ?? (our very own bio-chemicals) especially it starts with the feeling of achieving (present continuous).So as per the sales psychology - follow the process of BRAZE 1. B - Mapping with "Blink" test ? 2. R- Build "Rapport" with your ??? map, welcoming them and making them comfortable. 3. A - Accept their thoughts ???? words, ideas, desires, carefully making mental notes of key words 4. Z- Be "Zealous" in visualising their dream home ?? while presenting. 5. E- Tap into their "Emotion(s)" connect to establish their favourites & work up the the staging of their visit to the home. Dm to learn more
During the closing, acknowledge and celebrate the milestones that your clients have achieved. For example, you can congratulate them when they sign the contract, when they receive the keys, or when they finalize the payment. You can also give them a small gift, such as a bottle of wine, a gift card, or a personalized item. By celebrating the milestones, you can create a sense of accomplishment and gratitude and make your clients feel valued and appreciated.
Closing on a home is more than a transaction; it's an emotional milestone. It’s about dreams and challenges, not just paperwork and procedures. As professionals, we need to remember there's a human story behind every deal. It's our job to navigate these moments with empathy, understanding, and respect. Let’s be more than just agents; let’s be guides and allies. Treating clients with the kindness and dignity they deserve turns a process into a positive experience. Every closing should be a celebration, handled with the care and respect reflective of its significance in someone’s life. Let's make the journey of home buying not just successful, but meaningful and memorable for everyone involved.
Humanize your client. What trials and tribulations have they gone through in order to get to where they are? Acknowledge their success and also, their hard work. Everyone wants to be recognized and given praise. Make sure it's sincere. A personalized closing gift is a MUST. Always give something, it leaves a positive note to end the deal. And a handwritten card goes a long way, even if they will just throw it in the trash, its still a personal touch that they will remember.
Another way to create a positive emotional experience during a closing is to express your emotions sincerely and authentically. You can share your excitement, happiness, and pride for your clients and their new home. You can also thank them for choosing you as their agent and for trusting you with their needs. You can also ask them for feedback and testimonials and tell them how much you enjoyed working with them. By expressing your emotions, you can create a rapport and a connection with your clients and make them feel respected and understood.
Showing your emotions is showing your client that you care and this isn't just another transaction for you, which builds trust and leads to returning clients.
A closing is a memorable moment for your clients, and you can help them capture it for posterity. You can take photos or videos of them with their new home, their keys, or their documents. You can also ask them for permission to share their story on your website, social media, or newsletter. You can also invite them to write a review or a referral for you online or offline. By capturing the moment, you can create a lasting impression and a positive reputation for yourself and your clients.
Some clients will be happy to take a photo or a video, but some won't so make sure you know how your client feels about this before doing it :)
The closing is not the end of your relationship with your clients. You can create a positive emotional experience after the closing by following up with them regularly. You can send them a thank-you note, a card, or an email. You can also call them or visit them to see how they are settling in their new home. You can also offer them your assistance, advice, or referrals for any issues or needs they may have. By following up after the closing, you can show your clients that you care about them and their satisfaction and that you are available for future business or referrals.
Keep in touch with them as most folks have a lot of questions post closing. Anywhere from who to contact if their water heater busts, to where to send their first payment. Make sure to circle back for any questions they will have. And remember to send them that Christmas card, it's a nice touch and gesture!
I send a text and keep it open-ended, so they don't feel the need to respond back, especially if they're busy with moving or work. It can say something like, "Hope you're settling in well, no need to reply, I'm sure you're busy but wanted to send you some well wishes!" You can add personalization to it, like referencing their job, or something they mentioned they were going to do after the close of escrow.
If you reach out after the closing to see if everything's okay then you're again showing the client you care which leads to stronger long-term relationships and more referrals down the line!
Finally, you can create a positive emotional experience during a closing by learning from the experience and improving your skills and services. You can ask your clients for feedback and suggestions on how you can do better next time. You can also review your own performance and identify your strengths and weaknesses. You can also seek professional development opportunities, such as training, coaching, or mentoring. By learning from the experience, you can enhance your knowledge, competence, and confidence and deliver a better service and a better emotional experience to your next clients.