If you have put in the work to get to know your buyers' needs and wants, then don't let yourself get in the way of asking those questions that will close the deal. Don't think of yourself as just a salesperson -- you're here to guide and advise them through a process they chose to be a part of. Ask those sometimes uncomfortable closing questions. "It sounds like this home checks your boxes and rates highly, I think the next step would be to submit an offer." ASK FOR THEIR BUSINESS. Don't be afraid as you'll be surprised how many potential clients are waiting for you to make the first move.
