Timing can make all the difference in a sale. You may have a prospect who seems extremely excited about a particular home. In this case, you may want to allow more time for this home and allow the client to “feel at home” there. It may also be appropriate to enquire whether this home feels good enough to make an offer. Remind the client that an offer will contain the necessary contingencies, to keep him or her safe, until the client can confirm this home is the one.

Good timing also means to hold on to questions or information until the right time presents itself and to be ready to respond when your clients shows “buying signs.” Salespeople develop their timing as they become more experienced.