CRE Brokers: Your Q4 Closing Edge
This is it. The few days before Q4 kicks off.
Deals that have been stalling all summer suddenly feel urgent.
Sellers want to capture tax advantages before year-end.
Buyers want to allocate capital. Tenants are finalizing budgets.
And while urgency creates momentum, it also creates hesitation. Sellers get nervous. Buyers second-guess themselves. Partners and advisors pile in with caution.
If you aren’t prepared to handle this, you risk watching deals fall out just weeks before closing.
That’s why today’s CRE Broker Blueprint is all about one thing:
How to handle sales objections so you can close more deals before December 31.
Tip #1: Tackle 1031 and pricing upfront.
Clients don’t like uncertainty, especially around IRS rules or replacement properties.
So walk them through examples before they even raise them. Show how sellers who delayed risked penalties, while others who planned ahead executed smooth exchanges.
For pricing, anchor expectations in real comps. Don’t just show averages. Go even further by showing absorption trends, days-on-market, and side-by-side examples of similar properties. Emotions rise when owners are attached to a property, so logic and data are your allies.
Tip #2: Turn stalls into progress.
When a client says, “I need to think,” don’t push harder. Ask:
“What exactly do you need to think about?”
Nine times out of ten, that surfaces the real objection.
When they defer to other advisors, offer to join the call. Provide the CPA or attorney with the data they’ll need. If you make their job easier, you stay in control of the deal instead of waiting on the sidelines.
Tip #3: Use market mastery to calm nerves.
When clients feel the market is “too volatile” or say “there aren’t any good deals,” that’s code for lack of confidence. And confidence comes from your expertise.
Here’s how to win trust:
- Underwrite every deal in your market, even ones you don’t list. Know why the seller sold, why the buyer bought, and what both sides planned next.
- Track leasing activity. Know why tenants expanded, downsized, or relocated, and what landlords offered to win them.
- Stay sharp on capital markets. Interest rates, loan-to-value ratios, coverage requirements. All of these shape deal-making.
When you can explain the why behind recent transactions, you replace uncertainty with clarity.
Make Q4 Your Best Yet
If you want to close the final quarter strong, face these objections head on. This is an opportunity for you to lead.
When a client says “your commission is too high,” they’re really asking, “show me the value.”
When they say “the market feels too volatile,” they’re really asking, “help me feel confident.”
And so on.
If you can answer those hidden questions, you’ll close more deals in Q4 than the brokers who just argue or retreat.
I’m currently gearing up for the Global CRE Broker Virtual Summit — where I (and 10 other top CRE professionals) will be sharing even more tactical strategies to close more deals, overcome objections and make 2026 the best year of their professional career.
This 7-hour experience is entirely online. No travel. No hotels required.
Minimum cost, yet maximum impact.
Ticket prices have already gone up once, so if you want to secure your ticket before the next one, please click here >> http://www.cresuccess.com.
