Many of us were taught at a young age that it is not polite to assume anything. However, that is not always the case, especially in real estate. When it comes to closing a deal, entering the meeting with “yes” in mind, and using that same sort of assumptive language during your sales pitch, can actually increase your confidence levels enough to make the probability of closing much more likely.

“When” instead of “if.”

So, how exactly does someone use assumptive language? It’s simple really – always assume that something will happen, as opposed to will not. This is easy to verbalize into a meeting with clients as well. For example, giving the client definite scenarios, such as “when you purchase this home, we can hire someone to inspect the roof,” can create a much stronger effect on their decision, rather than simply giving hypotheticals, such as “if you purchase this home, we can hire someone to inspect the roof.”

Hearing a definite statement and knowing that you are committed to the idea of leading them toward a closing deal will make your client much more comfortable. People react well to confidence, and assumptive language illustrates a great amount of confidence.

Don’t take it too far.

While this is a smart tactic that has been known to work in several circumstances, much like anything else, it is important to make sure that you don’t take it too far. There is a fine line between confidence and arrogance, and you should always be gauging the reactions of your clients to see how they are responding to you. If they seem uncomfortable with the conversation, forgo the assumptive language, and let them know that you’ll be happy to help them, no matter what decision they decide to make. After all, at the end of the day, real estate is all about the clients – whether we can correctly assume their decisions or not.