The most successful women in real estate know that closing is more than convincing someone to buy a property.
It could be a multi-million dollar home with the latest amenities, but solid sales principles are the core of all the best transactions.
With time-tested principles at the core of your sales process, it instantly becomes easier for you to engage the right leads in the right way, at the right time.
1. Focus on People, Not Properties
Once you start selling solutions, not square footage, you know you’re on the right track.
Think of it this way: homes aren’t commodities, they’re life decisions.
95% of buying decisions are emotionally driven, not logical. When you lead with empathy (understanding fears, dreams, family needs, etc.) you build trust and reciprocity.
Pro Tip: 87% of buyers report that an emotional connection mattered in their purchase.
2. Follow Up (Or Lose)
Speed wins in real estate sales. Leads contacted within 5 minutes are 9x more likely to convert. Internet leads convert at 2–2.5%, but high-performers hit 5% or more.
Pro Tip: Automate your first contact, then personalize every follow-up. Consistency beats volume every time.
3. Chase Quality Leads
Busy isn’t the same as effective. The national average for lead-to-client conversion is 0.4 to 1.2%. That’s 1 or 2 closings per 200 leads.
But with the right lead filters, top real estate investors double that.
Pro Tip: If a lead isn’t qualified in 5 minutes, move on.
4. Values-Aligned Brand
Sell your value first, not listings. 82% of consumers say it’s important to buy from people with matching values.
So show your “why.” Whether it’s empowering first-time buyers, sustainability, or building generational wealth for your family.
Pro Tip: Authenticity builds loyalty and referrals.
5. Become The Neighborhood Expert
Hyperlocal = hypercloseable. 86% of buyers lean on their agent for negotiating guidance.
Be that agent, but don’t stop at data. Know local schools, events, new developments, and community vibes to impress your buyer
Pro Tip: Position yourself as the only logical choice when people Google “[neighborhood name] real estate.”
6. Practice Follow-Through
The fortune is in follow-up. Nurtured leads make purchases up to 47% larger and cost 33% less to close!
Pro Tip: Set a follow-up cadence. Every contact should add value, new listings, financing tips, or timing strategies. Make every touch meaningful.
7. You’re The CEO
Track your pipeline, conversion rates, and follow-up stats. Know exactly where every lead is and how far they’ve progressed.
Pro Tip: Use CRM automation to manage data, not relationships. You bring the human connection; systems keep it organized.
Final Thoughts
If your buyers are still having doubts about the financial investment involved in purchasing a property, just talk to them. Discuss their issues, doubts, and worries.
💡Pro Tip: Address each issue while being reassuring.
If they are getting cold feet, remind them about what they initially loved about the property.
Perhaps you’re not able to close this specific deal but don’t close the door on selling another property to the buyer down the road.
