How to Close More Real Estate Deals with Fewer Cancellations

[Jeremy Beland]

Let me ask you something—how many deals have you lost because a seller backed out at the last minute? It’s frustrating, right? You do all the work, you build rapport, you get the numbers right, and then boom—the seller ghosts you or suddenly changes their mind.

Most wholesalers and real estate investors don’t realize that one simple question can dramatically cut down on cancellations. And no, it’s not some high-pressure sales tactic or fancy persuasion trick. It’s just this:

Before they sign, ask the seller:
“Mr. and Mrs. Seller, are you sure you want to sign this contract and move forward?”

That’s it. Simple. Straightforward. And yet, most people are too scared to say it because they’re afraid of hearing, “No.”

Why this works? 

When you ask this question, something powerful happens. The seller has to confirm—out loud—that this is their decision. It’s no longer you “selling” them. They are committing to moving forward, and psychologically, that makes a huge difference in how they view the agreement.

See, people hate feeling pressured. They want to feel like they’re in control. And when they make the final confirmation, they take ownership of the decision. That means fewer second thoughts, fewer sleepless nights, and way fewer cancellations.

The Power of Seller Commitment 

I’ve been in this game for years, and I’ve seen so many deals fall apart simply because the seller wasn’t 100% locked in. Maybe they felt rushed. Maybe they were unsure about the process. Maybe they just needed a little reassurance. Whatever the case, getting them to confirm before they sign changes the dynamic.

Think about it—when someone agrees to something verbally, they’re much more likely to follow through. It’s human nature. It’s why companies make you confirm a subscription before charging your card. It’s why fitness trainers make you say your goals out loud. Once you acknowledge something as your decision, you’re far more committed to it.

How this helps you close Bigger deals? 

This one question doesn’t just cut down on cancellations—it also builds trust. Sellers see you as someone who isn’t just trying to rush them into a contract. You’re giving them the space to make sure they’re really ready. And you know what happens when people trust you? Bigger deals. Easier negotiations. More referrals.

I talk a lot about the importance of making sellers comfortable, handling objections, and building rapport. But this? This is one of the simplest, most effective techniques I’ve ever used. It keeps your deals solid, your reputation strong, and your business growing.

Next time you’re at the closing table, try it. Right before they sign, pause and ask, “Are you sure you want to sign this contract and move forward?”

I promise—it’ll make a difference. And if you’re serious about mastering this business, you need every edge you can get. Fewer cancellations, more deals, and more money in your pocket—what’s not to love?

Now, go close that next deal the right way.