EP160: When the Deal Falls ApartHere’s How to Respond
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EP160: When the Deal Falls ApartHere’s How to Respond
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A proposito di questo titolo
In this episode of Properties to Profits, I dive into one of the most frustrating parts of real estate—when a deal falls apart at the last minute. Whether you’re new to sales or have dozens of contracts under your belt, it’s inevitable that not every deal will close. But how you handle those moments—and how you prepare for them—can make or break your momentum.
I share how we manage fallout, what we tell our sellers to prevent it from happening, and why keeping a steady mindset is one of your greatest assets in business. You’ll also hear how setting expectations with your team and your clients can save deals and your sanity.
Episode Timeline
[0:00] When deals fall apart—why mindset matters most
[1:08] Assume it’s not a deal until it’s closed and funded
[1:36] Don’t count the money until it’s in your account
[1:52] Always pursue more leads than you need—overcompensate for fallout
[2:22] Plan for 50% fallout so you never miss your targets
[2:58] Stay level-headed—every deal lost is just a step closer to a win
[3:21] How competitors can disrupt your deals—and how we prevent it
[3:40] The car dealership analogy we use to reduce seller remorse
[4:17] Set expectations upfront so sellers aren’t blindsided
[4:38] Go the extra mile—even when it’s not your “job”
[5:00] Keep calling and checking in—even after the contract is signed
[5:19] Sellers trust the person they built rapport with—not just your backend team
[5:37] Weekly check-ins can prevent fallout and build trust
[6:00] Set expectations with your closers and your sellers
[6:15] When you lead with trust and communication, deals go smoother
3 Key Takeaways
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Never assume a deal is done until it’s closed and funded.
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Overcommunicate with sellers to reduce the risk of fallout.
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Plan for deals to fall apart—and prepare so it doesn’t hurt your bottom line.
Links & Resources
Follow me on Instagram: @realestatemike02
Subscribe to the Properties to Profits podcast for more real estate, sales, and mindset tips
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