In this episode of Properties to Profits, I walk you through one of the most critical steps in real estate investing—getting the contract signed. Too many deals fall apart at this stage because sales reps freeze up, hesitate, or skim over key details. Today, I break down exactly how to guide sellers through the contract with confidence so that hesitation disappears, trust is built, and deals close smoothly.

I’ll share the proven step-by-step framework we use at Oasis Home Buyers to present contracts clearly, address objections upfront, and create certainty for both the seller and the sales rep. If you’ve ever struggled with getting contracts signed or felt deals slip away at the last minute, this episode will give you practical tools to boost your closing rate and strengthen your sales process.

Key Takeaways

1. Confidence is contagious—when you walk sellers through contracts with certainty, they feel more comfortable moving forward.

2. Hitting all the key points upfront (purchase price, as-is terms, taxes, and occupancy) removes doubt and prevents objections later.

3. Practicing scripts and using humor can ease tension, build trust, and help you assume the close naturally.

Episode Timeline

[0:00] - Why hesitation at the contract stage kills deals [1:32] - Building confidence and creating certainty in sellers [2:07] - Key points to highlight in the contract (purchase price, as-is terms, etc.) [3:04] - Clarifying taxes, utilities, and inspection responsibilities [3:56] - Handling occupancy terms and timelines [4:52] - Addressing pre-marketing and MLS listings [5:33] - Overcoming objections and using humor to ease tension [6:16] - The power of practicing scripts and assuming the close [7:36] - Recap: why confident contract walkthroughs lead to more deals

If you enjoyed today’s episode, don’t forget to rate, follow, and review the podcast. Share it with a friend who’s working in real estate—you never know how it could help them close their next deal!