Keeping the deal together feels tough out there right now. Things are falling apart more frequently these days. In fact, some places around the country are experiencing fall out rates of about 20%. That’s considerably higher than the average rate of around 10%.

As every agent knows, the work doesn’t end when a contract is signed. Between inspections, financing, deadlines, negotiations, emotions, and unexpected surprises, there are dozens of places a deal can go sideways.

When things are tough, bulletproofing your transactions is more important than ever. With more than 50 deals collectively under their belts for this year alone, Ricardo Burton, Savanna Campbell, and Kelly Vinson know how to get things to the finish line. And with different markets, different production levels, and different roles to bring to the conversation, they’ll share advice that you can apply to your own businesses and help your anxious clients close successfully as well.

Their mutual experience shows that the best transactions don’t happen by accident. They’re built on preparation.

Read on for Ricardo, Savanna, and Kelly’s 6 tactics for successful closings.

Set Expectations Before Problems Exist

Ricardo, Savanna, and Kelly all agree: setting expectations early is key.

For example, Kelly believes education starts before clients ever write an offer or list a home. For example, she’ll walk buyers through everything they’ll experience from inspections and title insurance to the money they’ll need before closing. She’ll educate sellers just as much, so they understand what things like selling “as-is” really means and what issues are likely to come up later.

Savanna takes a similar approach. She minimizes surprises by mapping out every stage of the transaction, explaining key deadlines, and helping clients understand exactly what’s coming next. 

Ricardo starts setting expectations from his very first conversation. He wants to understand why his clients are moving, what kind of lifestyle they want, and what success looks like for them. He knows that when he understands their motivation first, it’s much easier to guide clients through the bumps that come up later.

Systems Create Confidence

Each panelist knows that systems are the key for smooth transactions.

Kelly is a self-proclaimed checklist enthusiast. Every buyer and seller receives written guides explaining exactly what happens next and everyone involved in the transaction follows detailed checklists to ensure nothing falls between the cracks. One trick she swears by? Scheduling future texts when a contract is signed so nothing gets forgotten down the road.

Savanna relies on email and text templates, timelines, and written communication to keep everyone aligned. She knows many agents are juggling dozens of transactions at once, so anything that reduces confusion helps everyone to succeed.

Ricardo, along with Kelly and Savana know that when they stay organized with their systems, they can deliver a consistent experience for each client.

Communication Solves Most Problems

We hear time and again that effective communication is essential for successful deals. Ricardo, Savanna, and Kelly all prove this to be true. In fact, they believe that communication can often get a deal through to the finish line or save a deal that may be about to go off the rails.

For example, before writing an offer, Kelly will call the listing agent and simply ask: “What can I do to make your life easier?” She says this simple opener can help to build goodwill before negotiations even begin. Kelly also recommends picking up the phone instead of emailing or texting whenever something important needs to be discussed.

Savanna encourages agents to handle difficult conversations directly instead of dancing around a problem. This enables both sides of a deal to work together toward a solution if something goes wrong instead of letting issues build.

Ricardo emphasizes the importance of building a good reputation. He has worked hard to become the agent that others are excited to work with his area. He knows that every interaction contributes to what people think of him and therefore want clients and agents alike to be happy with the end result of working with him.

Stay Ahead of Inspections

Ricardo, Savanna, and Kelly all find that inspections can create a great deal of anxiety for both buyers and sellers. Therefore, they try to ease this stress by preparing their clients with what to expect.

For example, both Kelly and Savanna share details before the inspection takes place about what to expect. Both buyers and sellers can expect issues to be found. To this end, Savanna encourages her sellers to leave sticky notes explaining unique features around their home so inspectors understand how everything works. Getting a massive report (and it will be huge!) doesn’t necessarily mean something is detrimentally wrong with the home. Setting this expectation on the front end of this event helps reduce fear when the report arrives.

Ricardo also recommends pre-listing inspections be done whenever possible. He says that fixing smaller issues before the home hits the market often prevents larger negotiations later and gives buyers greater confidence in the property.

The Little Things Matter

Each panelist knows that it’s the little things that can often make or break a deal.

For example, Kelly shared that the preparation she does in advance of closings has evolved as she’s learned things that remove added stress and issues. She avoids Friday closings for that reason. Savanna has learned to ask better questions before contracts are signed and to address problems directly instead of hoping they’ll resolve themselves. Ricardo attends all final walkthroughs himself after an unexpected issue arose at one he missed and resulted in him having to replace appliances in a vacant house.  

Build a Better Experience

At its most basic level, bulletproofing the transaction comes down to trust.

When clients trust in their agent, it’s because they know what to expect, communication is proactive, and the agent’s systems are designed to support every step of the process seamlessly. When these traits are present in an agent’s interactions with their client, the transaction becomes less stressful for everyone involved. That’s bulletproofing the transaction. And that means it’s more likely to reach the closing table as a result.