What You Need to Do Before the Closing
"What are you thinking? What are you feeling?"
- Dan Rochon
Episode Summary
Buying a home is one of the biggest emotional and financial commitments someone will ever make.
As agents, we’re often focused on logistics — final walkthroughs, lender docs, settlement statements — but we sometimes forget to pause and tune into what our clients are really experiencing.
Before the closing table, your buyer’s emotional state often includes a mix of:
Anxiety: “Did we make the right decision?”
Fear: “Can we really afford this for 30 years?”
Excitement: “We’re starting a new chapter in our lives.”
These thoughts create emotions. And those emotions — if left unchecked — can lead to buyer’s remorse, second-guessing, or even last-minute cold feet.
That’s why you must lead the emotional conversation before it leads them.
The Vital Pre-Closing Conversation
Here’s what I recommend you do a few days before closing:
Ask your buyer directly, “What are you thinking? What are you feeling?”
It seems simple, but it’s actually one of the most powerful psychological tools in real estate.
Why? Because thoughts and emotions are intertwined.
If it’s in their thoughts, it’s also in their emotions — and vice versa.
When I ask clients these two questions back-to-back, I don’t wait for them to answer the first before asking the second. I want to access their full experience — both logical and emotional.
This is how you connect beyond the transaction.
When to Ask
👉 Two to three days before closing — that’s the sweet spot.
For some buyers (especially first-timers), you might even ask earlier and check in every few days. For others, closer to closing works best.
The key is consistency and presence. The moment you sense uncertainty, your job isn’t to “sell” — it’s to guide them back to confidence.
Why This Matters
Because this is what separates agents who chase commissions…
from professionals who build Consistent and Predictable Income.
When you guide your buyers through the emotional process — not just the paperwork — you earn their trust, referrals, and loyalty for life.
That’s not just selling a house.
That’s building a business that sustains you — month after month, year after year.
Final Thought
If you want to master the psychology of sales and connection, it starts with learning how to Teach to Sell.
You don’t have to pressure, chase, or convince anyone.
You just have to learn how to guide their thinking.
📘 Want to learn the proven communication framework I use to create Consistent and Predictable Income?
Grab your copy of Teach to Sell: Why Top Performers Never Sell — And What They Do Instead today.
Transform your business. Transform your conversations. Transform your life.
