So, I want to talk about the technical work of getting this thing closed, the closing process. What you’re supposed to be doing there is not just abdicating responsibility away is somebody, or taking a laissez-faire attitude yourself about it, what you want to do is pay attention to the fact that you have brought these people buyers and sellers to the most worrisome stage in the process: will I lose my deal, will it stay together?
Closing with Confidence
These are the delusions and the fears and everything going through their heads. So you don’t have to decelerate or decrease your conversation with them, rather you have to increase it and accelerate. You have to be right there holding their hand. And don’t sit there complaining about the fact that you have to do that, this is the business that we’re in. Making somebody’s anxiety lower from here to here so they can think rationally about what they must do during the closing process, keeping their financing together if they’re buyers, organizing their move if they’re sellers, whatever it may be.
Organization is Essential to Closing
Your job is to help them stay organized. Now you may be the type of real estate agent entrepreneur who doesn’t have that is a strength, so get some help yourself. If you outsource some of the paperwork or the closing work, then do that. So remember, the closing process, the technical work of closing has to be organized by you, you’re responsible even if you’re getting some help. Because your most important job as a technician at this point is to close with care. Be there for your buyer and seller until the transaction is 100% completed.
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 TheRealtyClassroom.com, 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