In Real Estate sales, it’s always the questions and resistance that trips us up. Several years ago I co-authored a book called “Now What Do I Say?” with NLP based objection handlers for every situation. This class goes deeper into the structure of language and the magic of using just a few words vs. many words. Please leave a message…
Book review of “Personality Isn’t Permanent by Dr. Benjamin Hardy
The dictionary meaning of “why” is this…for what reason or purpose. As in..”why did he do it?” There are valid reasons for asking questions when we are in the business of helping people realize their goals and dreams. The adverbs that have traditionally been the basis of sales inquiry are Who, What, When, Where, Why, and my personal favorite, HOW.…
I read with interest an article in the Huffington Post this morning on how to talk to a grieving friend. Stay with me and you will see how this relates to sales. I’ve been looking for studio space to purchase near my home in New Mexico. As an agent myself, I recognized the conversation example in the Huffington Post article…
No agenda. No anxious selling. No need to have all the answers. No clean up needed when you may have pushed a little to hard. What would happen if you gave potential clients breathing room to really, I mean REALLY trust you? Could you really sell without force simply by asking Clean Questions that allow the client to find their…
I confess, I am a lover of words that instantly convey meaning. Hence, the title of my blog…Sell with Meaning. One of my favorite poets, Joy Harjo was just named U.S. Poet Laureate. Her words can convey the depth of the human experience in a few simple lines. I’m reading one of her poems this morning from her book, Conflict…
I once knew a man, a Real Estate agent who studied sales scripts and objection handlers as if his life depended on it. More accurately, it was not his life but his livelihood that depended on the use of language to create coherence and understanding with a client or potential client. Within a year, he was out of Real Estate.…
From the time we are born, our lives are defined by YES, NO or the indecisive MAYBE in between. YES, you can do this or NO, you can’t. Parents were very clear on what was YES and what was NO. We had our feelings hurt when someone said on the playground, “NO I don’t want to play with you.”…
Having an outcome in mind before we start our day, go on an appointment, or enter a negotiation keeps us from being aimless. It is a form of visualization to point us toward the results we want. Otherwise we may end up like Alice in Wonderland when she asks the Cheshire cat for directions: Alice asks, “Would you tell me, please,…
Every word and phrase we use has a meaning for our client. With a simple change in our words, we can create new meaning. Consider the meaning of speaking to someone about a seller ” concession”. Definition of CONCESSION a: the act or an instance of conceding (as by granting something as a right, accepting something as true, or acknowledging defeat)b: the admitting of a…
Do you think about Rapport? Here is what you may not know! From an NLP perspective, rapport is the process of connecting with someone on an non-conscious level. You can think all you want about rapport but it occurs because you see the other person as a hero on a journey (no matter what). Whether you are talking to someone about listing their house,…
Have you ever called an expired, or any type of prospect and they said, “Thanks for calling, but I’m not interested”? The typical agent would respond, with something like, “Okay, I appreciate your time, have a great day”, and hang up. The more resourceful way to handle this situation confidently would be to say: “That’s all right. Most people like you who have…
The three examples about show how we can frame our client’s experience by bringing some words to the foreground, while leaving others in the background. In the first example, if an agent says, ” You could list at a higher price but it won’t get your home sold,” it causes the client to focus the second emphasis that their house won’t sell. The first emphasis that…
Brinley Platts, co-author of Building Self Confidence for Dummies defines confidence this way, “ At it’s heart, confidence is the ability to take appropriate and effective action in any situation, however challenging it appears to you or others.”As Real Estate agents, a lost listing, a crazy making client, or a slow month can cause our confidence to wilt. The strategy is often to get…
Richard Bandler may not be known to the average person, but to followers of NLP, he is a celebrity. NLP ( Neuro-Linguistic Programming) was founded in the 70’s primarily by two men,Richard Bandler and John Grinder. l traveled to London and model and train with co-founder Richard Bandler himself! Richard Bandler has written several groundbreaking books on NLP that can enhance understanding. Using…
You want more practice. Plan and simple. Richard Bandler said, ” We take the very best of what people do, synthesize it down, make it learnable and share it with each other-that is NLP.” Many people are enthused about my class but once it’s over, what happens? Without a plan to follow, they become dabblers rather than masters. From the…