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hi guys and welcome here at a special episode here at prop coach I want to show you something that can be very useful and beneficial for your business now have a look I've my left up here with me and just want to show you very quickly maybe if you can see it we have all these graphs here and statistics and this is surveys that we do in the market in understanding what do real estate professionals struggle the most with when they struggle the most with because then we know and prop coach and where we can help you now looking at this graph we have done a big survey amongst real estate professionals now what do you guess would be the biggest struggle based on a survey that we get right now well no not that one no not that one yes exactly closing strategies real estate professionals seem to have a lot of struggle in closing deals in closing more clients for their business what basically means they have a property either project or a secondary home and they trying to close it to one of their buyers now closing strategies let's talk about that a little bit [Music] long time ago when I was also working as a real estate agent I always thought one thing that if I showed product then at a certain moment the my client will make a decision all by themselves later I found out luckily also by my mentor that closing helping people to decide you play an extremely important role in that part now I want you to take a notebook right now and write this down in terms to understand closing strategies you need to understand the definition of what is closing now closing ing to prop coach is this it's your ability to ask a series of questions to create the confidence to let your clients make a decision that is good for them I want me to say it again it's your ability to ask a series of questions that creates the confidence for your clients to make a decision that is good for them it's that simple so let's break it down a little bit first of all it's your ability to ask a series of questions so yes closing means you need to be able to ask questions it's all question and answering if you ask the right questions you will get the right answers and if you get the right answers you know how to move your clients towards a close but at the same time there are two other very important words is confidence and decision-making confidence and decision-making what's the opposite of confidence the opposite of confidence is fear your clients have a lot of fear and it's your job as a sales professional a sales representative within the real estate to take away that fear and replace it with confidence because your clients can only make that decision if they have the right confidence now by asking the right questions you can created confidence and once they have enough confidence they will make that decision but they only will make that decision if you ask for it yes it's very important you need to ask for the decision many real estate professionals out there they will wait for it they think it will happen to them no it will not happen to them it will only happen because of you closing a deal doesn't happen to you it happens because of you so once you start doing a closing question or a closing strategic question then you really ask for the clothes you're going to ask your clients listen if all the information is clear would you be willing to proceed or what you're really to approve would you be willing to sign up would you be willing to move forward and that's basically closing questions and then the end of the whole sentence is it has to be good for them you need to be absolutely convinced as a sales profession that what you are selling to your clients it's good for them they're going to be happy with it they're going to be successful with it they're going to be thanking you forever for it and it's really important as a sales profession that you recognize this because if you sell things to people that they don't need or they don't want that will always come back to you it will always in the future somehow come back to you so I'm not only talking about the ethical part of this it's also about the professional part about your reputation because if you can build a client base where everybody is happy with your service and you have sold them something that it was very beneficial to your clients that is only going to give you more closes so that's why we add it to the closing definition so again durability to ask a series of questions that creates the confidence for your clients to make a decision that is good for them and that is your number one closing strategy I hope that helps you a lot because we can see you get a lot of questions out of that but if you can create that strategy right away and you can move forward with them work on your questions work on creating confidence take the fair way make sure you help people make decisions and khalsa sure the properties that they buy it's good for them good luck to you and I really really hope to see you next time thank you bye [Music]