Examples of Closing Statements in Real Estate

Published On: 20/03/2025

Closing a real estate deal is one of the most crucial aspects of the sales process. It is the moment when an agent or seller finalizes the deal by ensuring that the buyer is ready to commit. A compelling closing statement not only reinforces the value of the property but also addresses any last-minute concerns. In this article, we will explore two effective examples of real estate closing statements: the assumptive close and the summary close. Each of these examples will be analyzed in detail, including when to use them, how they work, and why they are effective.

Example 1: The Assumptive Close

What Is the Assumptive Close?

The assumptive close is a technique that operates on the premise that the buyer is ready to proceed. Instead of asking whether the buyer wants to go ahead with the deal, the agent assumes the purchase decision has already been made and moves directly to the next step.

Scenario: Selling a Family Home

Imagine a young couple has been searching for their first home and has shown great interest in a particular property. They have discussed financing options and expressed excitement about the house's features.

Closing Statement Using the Assumptive Close:

"This home really checks all the boxes for you, from the spacious backyard for your kids to play in to the open-concept kitchen you love. The next step is to get the paperwork started so we can ensure no one else makes an offer before you. Would you prefer to sign today, or would you like to review everything over the weekend and finalize on Monday?"

Why It Works:

Psychological Influence: This method subtly encourages the buyer to proceed by presenting the decision as a foregone conclusion.
Smooth Transition: Instead of waiting for a yes/no response, it leads the buyer to the next step in a natural, non-pushy way.
Reduces Hesitation: By assuming the sale, it minimizes the opportunity for second-guessing or objections.

When to Use It:

When the buyer has shown strong interest and positive feedback about the property.
When financial discussions have already taken place.
When the buyer has made statements about moving in or planning furniture placement.

Example 2: The Summary Close

What Is the Summary Close?

The summary close involves reviewing all the key benefits of the property before prompting the buyer to make a decision. This technique helps reinforce why the property is a great choice and alleviates any lingering doubts.

Scenario: Selling a Luxury Condo to an Investor

An investor is considering purchasing a high-end condo in a prime location. They have asked questions about rental potential, return on investment, and market trends.

Closing Statement Using the Summary Close:

"Let's go over everything one more time to ensure this property aligns with your goals. This condo is in a high-demand area, meaning strong appreciation potential. The rental yield here averages 7%, which meets your profitability criteria. The property also comes with premium amenities like a 24/7 concierge service, a fitness center, and private parking. Given everything we've discussed, it sounds like this investment aligns with your financial objectives. Are you ready to move forward with the purchase and secure this opportunity?"

Why It Works:

Reinforces Value: Summarizing the benefits reminds the buyer why they were interested in the first place.
Logical Justification: This method provides rational reasons for the buyer to commit.
Builds Confidence: By systematically reviewing the key selling points, it reduces hesitation and reassures the buyer.

When to Use It:

When the buyer is analytical and wants reassurance before making a commitment.
When the purchase is a financial or investment decision.
When multiple decision-makers are involved, and the buyer needs a final push.

Example 3: The Urgency Close

What Is the Urgency Close?

The urgency close relies on time-sensitive factors to encourage buyers to make a decision quickly. This technique creates a sense of scarcity, making the buyer feel that delaying could mean losing out on a great opportunity.

Scenario: Selling a High-Demand Property

A buyer has been indecisive about purchasing a home in a popular neighborhood. The real estate agent knows there are other offers pending and wants to encourage the buyer to act quickly.

Closing Statement Using the Urgency Close:

"I completely understand that making a decision like this takes time. However, I do want to be transparent with you—there are two other interested buyers who have already submitted their offers, and I anticipate that we’ll have a final decision from the seller by tomorrow. If this is truly the home for you, I’d hate to see you miss out. Do you want to move forward with an offer today to secure your place before it’s too late?"

Why It Works:

Creates a Sense of Scarcity: When buyers feel that time is limited, they are more likely to act quickly.
Reduces Overthinking: Encourages buyers to act before they have time to second-guess their decision.
Leverages Market Conditions: Highlights the demand for the property, making it more attractive.

When to Use It:

When the property has multiple interested buyers.
When the market is competitive, and homes are selling quickly.
When the buyer has already expressed strong interest but is hesitant to commit.

Example 4: The Soft Close

What Is the Soft Close?

The soft close is a non-aggressive approach that allows the buyer to feel in control while subtly guiding them toward a decision. Instead of directly asking for a commitment, this technique encourages reflection and reassurance.

Scenario: Selling a Vacation Home to a Hesitant Buyer

A couple is considering purchasing a vacation home but is uncertain if it’s the right time. They love the property and have discussed their dream of owning a second home but are still hesitant to make a final decision.

Closing Statement Using the Soft Close:

"I can see how much you love this property, and it truly seems like the perfect getaway spot for you and your family. It checks all your boxes—stunning ocean views, a quiet neighborhood, and great rental potential when you’re not using it. If you were to move forward, how do you see yourselves enjoying this space in the next few years? Would this be your weekend retreat, or are you thinking of renting it out part-time?"

Why It Works:

Encourages Emotional Connection: Helps the buyer visualize themselves in the home, making the decision feel natural.
Reduces Pressure: Since it’s not a direct call to action, it allows the buyer to ease into the decision.
Builds Trust: Makes the conversation feel more like a consultation than a sales pitch.

When to Use It:

When the buyer has shown genuine interest but is hesitant to commit.
When selling properties that require emotional investment, like vacation homes.
When working with clients who prefer a low-pressure approach.

Example 5: The Alternative Choice Close

What Is the Alternative Choice Close?

The Alternative Choice Close presents the buyer with two favorable options, both leading toward a purchase. Instead of asking whether they want to buy the property, this technique shifts the focus to choosing how they want to proceed.

Scenario: Selling a Suburban Home to a Family

A couple has been debating whether to put an offer on a home in a family-friendly neighborhood. They love the property but need a little push to make the decision.

Closing Statement Using the Alternative Choice Close:

"It looks like this home is the perfect fit for your family, with the backyard for the kids and the great school district you wanted. Would you like to submit an offer today and start the paperwork, or would you prefer to set up a follow-up meeting with a mortgage consultant to discuss financing options?"

Why It Works:

Eliminates ‘No’ as an Option: The buyer is not asked whether they want to buy but rather how they want to proceed.
Encourages Decision-Making: Helps move hesitant buyers past their indecision.
Provides a Comfortable Choice: Gives the buyer control over the next step, making the process feel natural.

When to Use It:

When the buyer is clearly interested but hesitant to commit.
When they have already discussed financing but are delaying a final decision.
When the property matches their needs, but they need an extra push to move forward.

Example 6: The Testimonial Close

What Is the Testimonial Close?

The Testimonial Close uses real-life success stories from past buyers to reassure new buyers and help them visualize a positive outcome.

Scenario: Selling a Downtown Condo to a First-Time Buyer

A young professional is considering purchasing a condo in the city but is nervous about making their first real estate investment.

Closing Statement Using the Testimonial Close:

"I completely understand how big of a decision this is, especially as a first-time buyer. Just last month, I helped a client in a similar situation purchase their first condo in this same building. They were also concerned about the commitment, but now they couldn’t be happier—they love the convenience of living downtown and have even seen their property appreciate in value. Given how much you love this unit, I think you’ll feel the same way. Shall we move forward with an offer so we can secure it for you?"

Why It Works:

Builds Trust: Sharing a relatable story reassures buyers and reduces uncertainty.
Provides Social Proof: Buyers feel more confident when they hear about others who made the same decision successfully.
Creates Emotional Connection: Helps the buyer visualize a positive experience in their own future.

When to Use It:

When working with first-time buyers who need reassurance.
When the buyer is hesitant due to fear of commitment.
When the property has a strong success history with past buyers.

Conclusion

A well-crafted closing statement can be the difference between a lost opportunity and a successfully closed deal. The assumptive close works best when a buyer has shown clear enthusiasm and just needs a slight nudge. The summary close is ideal for buyers who require logical validation before making a decision. By mastering these techniques, real estate professionals can significantly increase their closing rates and ensure smoother transactions for their clients. Whether you are selling a cozy family home or a high-end investment property, using the right closing approach can make all the difference.