From Hesitation to Homeowner: How to Close More Sales in a Reluctant Market [ENCORE]
Tuesday, February 17 | 2:15 - 3:15 PM
OCCC - West 307B
What It's About
Today’s buyers are more hesitant than ever. Rising interest rates, economic uncertainty and information overload leave prospects stuck “thinking about it.” But hesitation doesn’t have to mean lost sales. This session introduces the Five Principles of Closing, a practical framework for today’s reluctant market. Learn to uncover not just what buyers want but why, present solutions with clarity, separate stalls from objections, and handle both before they derail momentum. Discover how to sell with urgency, ask for the sale confidently, and—when a sale isn’t possible—secure a firm next step that keeps buyers moving forward. We’ll also cover closing with incentives, mortgage options and rate buydowns, with plain-language strategies to explain programs, answer questions and accelerate decisions. Walk away with actionable strategies to close more sales, create more homeowners, and drive stronger results. THIS IS A REPEAT OF THE SESSION BEING OFFERED ON TUESDAY, FEBRUARY 17, FROM 12:30-1:30 PM IN ROOM WEST 311G.
What You’ll Learn
- Apply the Five Principles of Closing as a framework for converting hesitant buyers.
- Present solutions with clarity while uncovering and addressing buyer motivations, stalls, and objections.
- Explain incentives, mortgage options, and rate buydowns with confidence, using them as tools to overcome hesitation and close more sales.
- Ask for the sale with confidence and urgency and, when necessary, secure a next-step commitment to maintain momentum.
How to Attend
Participants must be registered for an Expo + Education pass. Seating for sessions will be on a first-come, first-served basis.
Speakers
Arabic
Chinese
French
German
Italian
Japanese
Korean
Portuguese
Russian
Spanish