What Not To Say or Did I Really Say That??
Contributed by Melissa Dougherty - Posted: February 18th, 2007I was reading an article on Realtor® Magazine Online an article written on the Sales Coach Column by Howard Brinton about how powerful words are. A very wise man once sad, “The tongue is sharper that any two edged sword”. When words come out they can never be taken back. So as a Realtor®, one must be careful of the negative weak phrases that you use when conversing with your clients about properties. Negative words can produce negative thoughts, which can produce a negative outcome.Let’s look at some of the phrases that you might use and some more positive ways of turning those negative words into positive outcomes. By paying closer attention to the words you use with your clients, you will be taking control of that relationship.“Phrase 1: “Here’s the Problem”
Your clients don’t want to hear about a problem associated with selling or buying their home; they’d rather know what you’re going to do to solve it. Instead, use words like challenge or opportunity. These words imply action, as in “Here’s our challenge — we need to fix up this house on a small budget! Let’s talk about where to start.”
Phrase 2: “I’ll Try”
This phrase is laden with doubt. It gives the impression that you’ve already concluded that you will not be able to help them. Instead, consider using I will. If you aren’t positive that you can deliver on the promise, explain what you’ll do to achieve the goal. Then provide a few paths you will take as an alternative approach, if necessary.
Phrase 3: “But”
This word is often an “I can’t” in disguise. For instance: “We’ll market your property at this price but I can’t guarantee it will sell.” Instead, use the word and, as in “I will market your property at this price for four weeks and if we don’t receive any offers, I’m going to ask you for a price adjustment.”
Phrase 4: “You Should”
This phrase kills marriages as well as sales. Down deep, you may want to say, “You should paint the exterior and remove all of these dead shrubs,” but instead consider ways to rephrase it so that you’re creating a sense of empowerment. This is a better way to phrase it: “If we paint the exterior of the house and work a bit on the landscaping, we’ll be in a better position to increase the asking price.”
Phrase 5: “You Have To”
As in, “You have to list at this price if you want to get any activity.” Phrases such as this one often make people mad simply because it takes away their sense of control. Instead, say “You can position this property anywhere in the market that fits your needs, remembering that homes sell faster at one price compared with another.”
Phrase 6: “It’s Not My Fault”
This phrase is a quiet killer. Odds are good that you don’t say it out loud to your clients, but even when you think it they can hear you. If something goes wrong, forget whose fault it is. Instead, focus on a solution by affirming “I am in complete control of the outcome and responsible for what I do next.”
Phrase 7: “No Problem”
Sounds harmless, right? Not so fast. I’ve always believed that you should never answer someone’s request with “no problem.” It implies that the request could have been a problem, or that it was almost a problem. Indirectly, the phrase can evoke negative emotions, whether you meant it or not. Instead, try answering with a simple It’s my pleasure.”
Some of these ideas may seem pretty simple to use. Believe it or not, they really are! It’s really just a matter of understanding and acting on these changes, you can produce the biggest wins. With some practice, on some changes on the phrase and words that you use, you will see a remarkable impact on your success.
Patriot Professionals
Realty Support from Showing to Closing
Melissa Dougherty - Owner
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