Streamline the Sales Progression Process
In the world of estate agency, the deal isn’t done when the offer is accepted. In many ways, that’s when the real work begins. Sales progression is a critical stage where trust can either be strengthened or eroded. One of the most underused tools to support clients through this journey is forward pacing.
So what is Forward Pacing?
Forward pacing is the practice of helping people step into their future decisions before they’ve arrived at them. It’s a way of mapping out what’s to come, preparing the client mentally and emotionally, and reducing resistance by normalising the next steps.
In other words, it’s giving your client a clear window into what happens next, before they ask.
This is especially powerful in sales progression, where uncertainty, emotion, and a lack of clear communication can easily stall momentum or create stress.
Why does Forward Pacing work in Sales Progression
From the moment a deal is agreed, both buyers and vendors are on a path that includes multiple unfamiliar or complex steps: solicitor instructions, surveys, searches, mortgages, contract exchanges, completion dates… Each one presents a potential roadblock.
By using forward pacing, we can:
Reduce anxiety by preparing clients for what’s ahead
Build trust by demonstrating competence and leadership
Prevent delays by pre-empting objections or misunderstandings
Keep momentum by making the next action feel like the logical, expected step
Forward Pacing Is More Than Good Communication
Clients don’t just want information, they want reassurance and certainty. They want to feel guided. By forward pacing every major step, you make the process feel structured, manageable, and under control. It shows leadership.
It also reduces the emotional peaks and troughs that can lead to fall-throughs. When people feel prepared, they’re less likely to panic or second-guess.
And from a team management perspective, it creates consistency across your pipeline and reduces firefighting.
Final Thoughts
Great estate agents are negotiators and navigators. They steer clients through a complex process with clarity and care. Forward pacing is a simple but powerful way to do exactly that.
If your team isn’t already using this technique during sales progression, now’s the time to build it in. It’s good for your pipeline, it´s good for your clients and great for your reputation.
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