Presenting Often but Not Closing Deals? This Is for You.

Stuart Chng
Dec 25, 2025
4 min read

Dear fellow NAVIS elites,

Are you consistently presenting to prospects but struggling to close?Do you feel confident in your product knowledge, market insights, and financial analysis—yet still fall short when it comes to conversion?

Have you ever wondered why some agents, who seem less knowledgeable, are closing far more deals than you?

If this sounds familiar, this article is written especially for you.

Let’s dive straight in.

Key Insight #1: Buyers Feel Before They Decide

How you make a buyer feel is far more important than how you make them think.

Pause for a moment and let that sink in.

Think about celebrities—musicians, athletes, actors. Are they influential because they make us think logically? Or because they make us feel something?

Music makes us nostalgic. Sports inspire us. Films move us emotionally. That emotional connection is what builds influence.

Now consider your own purchasing decisions. Think back to a major purchase—your car, home, luxury watch, or designer bag. When you placed that deposit, what did you feel?

Excitement? Pride? Satisfaction?

Chances are, it wasn’t a purely logical decision. Buying often represents something deeper—achievement, freedom, certainty, or significance.

When you bought your car, beyond the specs and price, you likely felt freedom and convenience. When you purchased a luxury item, it may have symbolized success or personal reward.

Awareness Point #1

Most buying decisions are emotionally driven first and logically justified later.

Key Insight #2: Emotional State Determines Sales Impact

The difference between great salespeople and average ones often lies in the emotional state they bring into their presentation.

Ask yourself honestly:

Do you present with enthusiasm, confidence, and energy?
Or do you sound flat, rehearsed, or low-energy during presentations, calls, or door knocking?

Energy matters—a lot.

Think back to school or university. Which lecturers did you enjoy listening to? The animated, passionate ones—or the monotone speakers who drained the room?

Sales works the same way.

If you’re putting in a lot of effort but seeing limited results, take a hard look at how you present, not just what you present. Seek feedback from peers, uplines, or leaders. Blind spots, if ignored, can stall your career.

Information alone doesn’t close deals.

Conviction is transmitted through tone, body language, facial expressions, volume, and presence.

High-energy presenters naturally engage prospects better—because people feel more than they think during conversations.

Key Insight #3: Great Agents Make Prospects Feel the Benefits

Exceptional salespeople influence emotions. Average ones overload logic.

Remember the classic sales framework:

F.A.B - Features, Advantages, Benefits.

Feature: This project has a sky gym.

Advantage: You can enjoy panoramic city views while working out.
Benefit: Imagine starting your mornings energized, motivated, and inspired by the skyline.

Many agents stop at features and advantages.

Top performers consistently communicate benefits, helping prospects visualize how life improves.

People may forget what you say, but they will never forget how you make them feel.

Compare these two statements:

A: “Imagine yourself unwinding in this jacuzzi every evening, overlooking the tranquil lake after a long day.”

B: “This development has a residents-only jacuzzi facing the lake.”

Both convey the same information—but only one creates emotion.

Key Insight #4: Emotion Often Overrides Logic

Some may feel this approach sounds unnatural or “cheesy.” That’s understandable—but here’s the reality.

People are wired differently. Some are logic-driven, others emotion-driven. However, for most, emotion ultimately outweighs logic, even when logic is sound.

Think about your parents.

Logic says telling them “I love you” is meaningful and appreciated. Yet emotionally, many hesitate due to awkwardness or fear of vulnerability.

Or consider habits like snacking, smoking, or binge-watching shows. Logic tells us to stop—but emotions win more often than not.

That’s human nature.

Final Thoughts: Learn to Switch On Your Best State

So ask yourself:

Are you presenting in your most empowered, confident, and engaging state?
Are you consciously igniting trust, excitement, and belief in your prospects?

If not, it’s time to practise.

Yes—you can learn to switch on an empowered state. It starts with awareness: recognizing what triggers confidence, energy, and focus, then building habits around them.

Personally, I practise by talking to myself. It allows unlimited rehearsal, so when I’m in front of clients, I’m fully ready.

A Few Closing Tips:

Model successful agents and adapt their strengths into your own style
Practise emotional delivery, not just scripts
Focus on how prospects feel at every stage of the presentation

Everyone learns from someone. Growth is a process.

P.S. If you’re struggling to activate this empowered state consistently, structured training—like the BRAVE programme—can help you identify your triggers and access peak performance on demand. That’s a real competitive edge.

Did this article spark ideas or inspire you?

Like, comment, and share it with friends who are exploring or growing a Property Agent Career.

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Stuart Chng, Executive Group District Director at Huttons, is a renowned leader and personality in the real estate industry.

He adores music and can play a few instruments decently without upsetting his neighbours. When not doing so, he enjoys pillow fighting with his son and coming up with silly puns which barely amuses his wife.

Professionally, he is a licensed real estate agent, avid investor in options, stocks and real estate, team leader, speaker and columnist for several property newsletters and blogs and is often quoted in media interviews on 938FM, Channel 8, PropertyReport, PropertyGuru and other publications.

Throughout his career, he has helped many clients grow their wealth through selecting great real estate investments and managing their portfolios actively. Read his clients' reviews here.

Stuart has also coached many top million dollar producing agents from top Singapore real estate agencies. Read his agents' reviews here.