Close Real Estate Sales by Managing Emotions

  Danny Griffin explains why real estate sales are based on emotions and how being resourceful is crucial in this field.

So I really am excited to talk about this subject here because it’s the one we all think the business is entirely about, but it’s really just one part of the technical manufacture of the service we offer. And that’s sales in the field, or outside sales. What I mean by that is the obvious: everybody looks at a real estate agent from the outside or the agency business from the outside, and they say oh I can sell that person a house or I could list and sell that house.

Real Estate is More Than Sales

There’s so much in this technical piece, it could be an entire subject in and of itself. But we’ve set it up correctly. Remember, we come from inside sales education, to more intense online and in person presentations, to arrive properly at setting these people up for success working with us. Because remember, this is where emotions creep in. I don’t care how savvy a person you’re working with is – they could be a nuclear physicist are rocket scientist it doesn’t matter – this is emotional. Why? Food, air, water, shelter, it’s home. It’s the place that we put over our heads to survive the elements. I know that sounds dramatic, but it’s true. Maybe at a subconscious level only, but it’s true. So they get emotional about buying and selling. And then throw in that it’s very financially oriented, and could be the largest financial transaction they’ll ever make in a lifetime. So the point is what? In the outside sales field, the key is to stay calm.

Play to Your Strengths

Everybody has different levels of skill, and you can always work hard and you should be constantly and never ending your improvement on your skill set, even if you’re a veteran. By the way, especially if you’re veteran in the Internet age always improving. However, what is the fallback for every single real estate agent when it comes to outside sales? Be resourceful, that’s your job on the outside. Your job is not to know as a technician all of the answers, you can’t and you won’t. But you can always 100% be resourceful. Don’t be afraid to look somebody in the eye and say I don’t know the answer, but I will certainly go get it for you. And that my friends will be appreciated by anybody buying or selling real estate.

About Danny Griffin

Danny Griffin hosted #60SecondsToSell a 7 episode TV show that premiered on A&E.

The show was the product of his work as the founder of, a company specializing in the coaching and training of real estate agents and The Griffin Realty Group, a residential real estate brokerage serving home buyers and sellers in Massachusetts.

He learned as the ultimate business apprentice with stops in the investment banking, venture capital and family retail wine businesses before starting his real estate career.

Danny was an experienced investor and commercial developer before becoming a licensed real estate agent in 1999 for Realty Executives, where he became the #7 agent worldwide and then went on to found Danny Griffin Real Estate, now known as The Griffin Realty Group.

Danny was mentored personally by Craig Proctor, the 2x #1 ReMax agent worldwide and spent 7 years as the head coach of Proctor’s Mastery Coaching program before starting his own coaching company.

Danny practices before he preaches every day as an active real estate broker, working directly with home buyers and sellers.

Most importantly, he’s grateful that his wife and 5 children still tolerate him!

Danny can be found pursuing his passions at:,


To hire Danny for a speaking event, call him directly: 774-836-6172