6 Essential Strategies for Selling Properties

I have always maintained that the best in sales are the best in learning. For 5 years, I have witnessed a pattern become true in that the 80/20 rule is always correct. The 20% of Realtors (those who sell real estate) committed to continuous learning earn 80% of the industry’s commissions.

A commission is a paycheck a salesman receives from selling a product that they don’t own. A commission is a reward for being a middleman.

Anytime I train, the first thing I say after the introduction is, “Any day you stop learning, you stop earning.” This statement holds, as I have consistently observed it in my career and in the experiences of my colleagues and students.

In this post, I’ll be highlighting my highly sought-after, irrefutable sales strategies for Realtors that will always win. These 6 are a part of a larger collection of strategies that I train my inner circle students with.

If you consistently use these six effective techniques, you can be sure your results will improve.

Let’s cut through the fluff.

Here are the six most practical psychology-backed sales strategies you can start using TODAY to win more buyers, earn trust, and build a personal brand that stands out. And don’t miss the bonus at the end; many overlook it, yet it’s the real difference-maker.

Make an Unforgettable First Impression

I attribute my success using this strategy to mentorship. When I was starting, I never paid much attention to the various aspects of my appearance and behaviour that contribute to making a strong first impression. I was lacking confidence and never gave my fashion the attention it deserved.

I lacked knowledge about body language, the tonality of my voice, and nonverbal cues. These robbed me of my sales because I made it easy for potential prospects to forget me.

I kept underperforming until I had a baptism from a mentor who told me that “your first impression is your lasting impression.” If you get it wrong, no amount of damage control will be able to correct it.

Next time, you’re stepping out to go meet people, make sure to

• Make peace with your reflection. This boosts your confidence. Love your face. Love yourself.
• Prepare to look your best, as your appearance will have a huge impact on your confidence, too.
• Taken time to understand the benefits (not features) the property(ies) you’re selling bring to the buyer
• Train your voice and avoid sounding jittery or shaky.
• Be careful with nonverbal cues like smiling, laughing, clutching hands, leaning, etc.

In addition, if it’s a pre-planned appointment or meeting, make it a point to bring something thoughtful, such as a bottled drink, a local snack, or a handwritten thank-you note.

People will never forget how you made them feel.

Speak to the Buyer’s Unique Buying Style

Each buyer has their own unique buying style, with some making decisions quickly and impulsively, while others meticulously scrutinize every detail. Early in my career, I approached every prospect with a uniform pitch, causing many to feel misunderstood. I lost deals because I never asked questions that revealed how each person prefers to buy.

Then a mentor challenged me: “You don’t sell the same property to everyone; sell to the person in front of you.” From that moment, I began listening for clues.

Next time you meet a prospect, make it your mission to uncover their buying style:

• Ask open-ended questions. “What excites you most about buying a new property?” or “How do you usually make big decisions?”

• Notice decision speed. If they’re quick to pivot from topic to topic, offer concise summaries and clear calls to action. If they linger, slow your pace and share detailed comparisons.

• Adapt your data. Analytical buyers love charts, market stats, and ROI projections. Story-focused buyers respond better to lifestyle vignettes, neighbourhood anecdotes, and emotional benefits.

• Mirror their communication. Match their tone and tempo if they text late at night, follow up by text; if they prefer phone calls, save the email for later.

• Be flexible in tours. Some want a rapid walkthrough; others want to inspect every corner. Let their pace set the tone and highlight what matters most to them.

One client, who disliked numbers, found solace in community stories. When I transitioned from asserting of how we’ve served 1540+ clients in the last 3+ years to sharing with her the story of the last client, who was quick to refer us because we allotted his land in record time, she immediately signed. Speaking to someone’s unique style is not optional; it’s essential.

Speak your buyer’s language, and they’ll feel heard, understood, and eager to move forward. Stop guessing and start asking because when you align with their buying style, closing becomes a natural step, not a forced pitch.

The table shows the different buyer personas/types in sales psychology. 

Ask Punchy Questions And Shut Up

Nothing changed my sales more than learning how to ask a question and then actually sit in the silence. Early in my real estate journey, I used to fill every gap rambling about features, stacking facts, and trying to sound smart. The truth? I was drowning out my prospect’s most valuable thoughts.

The top 1% of agents? They know when to stay silent. They use punchy, simple questions that slice straight to the core, and then they let the buyer wrestle with the answer. That’s where trust is built, and deals happen.

So next time you’re in front of a buyer, swap your monologue for a well-placed question and a sacred pause. Try these:

• “What’s the real reason you want (or don’t want) to buy this property?”

• “If price weren’t a factor, what does your dream home/property look like?”

• “What’s the one thing you absolutely can’t compromise on?”

• “What’s been your biggest frustration searching for property so far?”

• “How soon do you want to make a decision, if everything feels right?”

Then don’t interrupt. If it gets awkward, excellent. That’s your sign; the question is working. The answers buyers reveal in those moments are the raw gold you can use to guide, reassure, and motivate them forward. It’s not about being clever; it’s about letting silence close for you.

Questions open doors, but silence lets buyers walk through them. Let them talk, and listen deeply you’ll learn exactly what to say next.

Benefits over Features

Early in my real estate journey, I was guilty of what most rookies do: memorising every technical spec of every property and pitching those specs like a checklist. The property’s square meters, its proximity to the airport, its marble countertops, and its parking spaces were all facts, but they lacked any real magic.

The breakthrough happened when I realised people don’t buy bricks and mortar; they buy a vision of their future.

A mentor drilled it into me: “Don’t just show them what is, show them what could be.” From then on, I stopped selling walls and started painting lifestyles.

Next time you present a home, lose the jargon and spotlight what truly matters:

• Instead of “three bedrooms,” say, “Imagine hosting friends or having space for your growing family.”

• Drop “modern kitchen” and instead, “See yourself cooking Sunday breakfast while sunlight streams in.”

• Swap “spacious backyard” for “envision summer barbecues with loved ones, kids playing, and laughter filling the air.”

• Turn “close to schools” into “saving two hours a week on school runs, more time with your kids, and less stress for everyone.”

Always ask yourself: What does this property unlock for my buyer? Security? Status? Comfort? More time with family? If you can connect every benefit to their biggest hopes and fears, you’re not just selling a house you’re selling a dream.

It’s storytelling, not selling.

Paint with words of their future, and they’ll see themselves living it. The more vividly you craft that vision, the faster they move from interested to committed. Facts fade, but dreams sell every time.

Create Honest, Gentle Urgency

It took me years to master urgency, the secret sauce that nudges buyers from “maybe” to “now.” In my early days, I either pushed too hard (scaring excellent prospects away) or played it so cool that buyers drifted off to someone else.

The game-changer? Learning to blend honesty with gentle nudges and letting FOMO (Fear Of Missing Out) work in my favour.

First, never manufacture fake scarcity. Buyers can detect desperation easily. Instead, be upfront:

• “The property you liked just had a second viewing. If you’re serious, now’s a good time to move.”

• “This estate rarely has units this size at this price, and they go quickly when they do.”

• Several investors are requesting quick possession of the property. Please let me know how you’d like to proceed.”

Second, guide with empathy, not pressure.

• “I’d hate for you to miss out on a home that’s an ideal fit for your lifestyle; just tell me if you need additional information or time.”

• “I get that you want to think it through; just know that options are moving fast in this area.”

Sprinkle in real market insights, such as changing prices or new infrastructure coming soon, and let buyers feel the silent tick of opportunity. Letting them know what’s at stake without hype invites action.

When buyers sense that the window is genuinely closing, they move.

While silence can be powerful, a gentle touch on the shoulder can effectively close the deal. Never be pushy. Be clear. Present the facts. Let FOMO tip the scales, and you’ll see hesitation fade. Urgency, done right, is simply helping your client not miss out on their best option.

Turn Clients into Friends

In Nigeria, people will always say, “Who you sabi?” meaning, who do you know and who knows you?

In real estate, I’ve learned this truth the hard way: if you treat buyers like just another sale, they’ll forget you as soon as the ink dries. But if you treat them like friends, not only do you get the deal, but you also get referrals, loyalty, and even jollof invites at their housewarming.

When I started, I focused only on paperwork and property specs. I used to rush through calls and showings, thinking my job was just to close and move on. I missed out on countless follow-up deals because I never built a real connection.

Everything changed the day I sold a home. Instead of just handing her the keys, I gifted her a small “welcome home” card with her son’s name. She was so touched, she invited me over for Sunday rice. She later brought three more buyers my way—simply because I treated her like family, not a transaction.

Here’s how you can do the same, no matter your location or price tag:

• Remember the little things. Greet clients by name, remember their children’s names, and even ask about that job promotion or exam they mentioned.

• Celebrate with them. A quick WhatsApp message to say, “Congrats on your new home!” or a small airtime gift after closing can go a long way.

• Share local tips. Maybe send them a list of the best suya spots or introduce them to a reliable plumber or electrician.

• Be present even after the sale. Check on them after moving in—is their water connected? Do you have any issues with your neighbours? Let them know you’re still there.

When you make clients feel seen, valued, and part of your network, you build something money can’t buy: trust and friendship. With every deal, ask yourself, how can I make this person remember me, not just as their agent, but as someone who genuinely cares?

In Nigeria, relationships open doors that skill alone cannot. Turn clients into friends, and watch your business and your heart grow.

If you treat buyers like just another sale, they’ll forget you as soon as the ink dries. But if you treat them like friends, not only do you get the deal you get referrals, loyalty, and even jollof invites at their housewarming.

Bonus: Ruthlessly Prioritise Hot Prospects

When I first started in real estate, I wanted to please everyone. Anyone who showed interest, I was there—answering every call, running across in the hot sun, following up for months on “bros, I go call you back.”

But here’s what I found: energy spent on unserious prospects will drain you dry and leave you with little to show for it. Learning to identify genuine, prepared buyers and dedicating my time to them revolutionised my approach.

Once, I chased a client who asked about ten different properties but dodged every inspection. Meanwhile, I nearly missed out on a serious buyer, someone who scheduled a visit immediately, asked clear questions, and moved quickly with their family. I started paying attention to the signs.

Here’s how to spot a “hot” prospect:

• They ask relevant, direct questions. “Is the land title in order?” “How soon can I pay and move in?”

• They actually show up for property inspections, no endless excuses.

• They’re clear about their needs (“3 bedrooms, within Gbagada, budget is X”), not just browsing.

• They respond promptly when you follow up. No ghosting.

How to know the shadows:

• Always “thinking about it” but never deciding.

• Asking about every location in Lagos (from Ajah to Ikeja) without a clear reason.

• Talk big, act small: lots of story, little action.

• Keep a lead tracker, either in your diary or on your phone. Score each prospect: Hot, Warm, or Cold.

• “Hot” gets your fastest responses, reminders about units selling out, and property lists that match their needs.
• “Warm” gets a follow-up, but on your terms.
• “Cold”? Don’t be afraid to let them go!

Redirect your energy to people who are seriously ready to buy, not just “window shopping.”

In this business, time is money. Focus on buyers who are ready to act, and you’ll close more deals with less stress. Chasing every shadow isn’t a hustle, it’s a waste.

Learn to say no to time-wasters, and watch your sales (and sanity) soar.

Conclusion

Selling properties in Nigeria isn’t just about knowing the right locations or having a big network—it’s about mastering the smart, practical strategies that truly move buyers and close deals. The game rewards those who keep growing, build real connections, and learn to focus on what actually brings results.

If you’ve read this far and you’re ready to turn knowledge into action, now is your moment. You don’t have to figure it out alone. Our special courses, “Starting Out as a Realtor” and “Crushing N1B+ Selling Properties in Nigeria,” were designed to walk you step-by-step through proven tactics, Nigerian-style negotiation, and advanced selling that works in today’s market.

Ready to up your game, close bigger deals, and build a real brand that stands out? Leap. Join our community of winning Realtors, and let’s start building your success story.

Enroll now and let your next chapter be your best yet. See you in class!