Publication date : 02/16/2026
Course : Successful real estate closing and customer follow-upOptimize conversion rates and secure your business over the long term
Practical course - 1d
- 7h00 - Ref. IMK
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 | Understanding the challenges of closing a real estate transaction |
| Identify a customer's buying signals and maturity level |
| Use closing techniques adapted to the customer's profile |
| Dealing with objections and decision inhibitors |
| Structuring effective customer follow-up before and after signing and building customer loyalty |
Intended audience
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
Prerequisites
Fundamentals of real estate transactions.
Practical details
Role-playing
Analyse du comportement client
Jeux de rôle – mise en pratique de différentes techniques de closing
Teaching methods
active
Course schedule
1 Understanding the stakes of closing and customer decisions
- Identify the specifics of real estate closings and the long sales cycle
- Analyze the impact of emotional and financial factors on decision-making
- Characterize buying and selling motivations
- Identify psychological and rational obstacles
- Distinguish between customer profiles and verbal, para-verbal and non-verbal buying signals
Group discussion
Feedback and difficulties encountered during the closing phases.
2 Applying the fundamentals of real estate closing
- Defining the role and objectives of closing in a real estate transaction
- Identify common mistakes to avoid
- Choosing the right moment to close
- Use appropriate closing techniques (alternative, projection, reformulation, reassurance)
Case study
Customer behavior analysis grid.
3 Handling objections and securing the conclusion
- Identify the different types of objections: price, deadlines, competition, fear of making a mistake
- Apply the structured method for handling objections
- Turning objections into positive decision levers
- Building trust in situations of deadlock
Role-playing
Practical application of different techniques.
4 Structuring customer follow-up before and after signature
- Maintain an engaging customer relationship without sales pressure
- Organize pre-signing follow-up using appropriate tools)
- Implement personalized, non-intrusive reminders to secure commitment
- Deploy a post-transaction customer journey focused on satisfaction, loyalty, customer reviews and recommendations
Case study
Building a follow-up plan: developing a post-sales customer journey.
PARTICIPANTS
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
Fundamentals of real estate transactions.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
Fundamentals of real estate transactions.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
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Remote class
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