Coaching, Communication, NLP, Now What Do I Say:, REAL ESTATE

The Hidden Dangers of Asking “Why?”

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.…

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Coaching, Poetry, Time, Uncategorized

Time and HOW

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…

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NLP, REAL ESTATE

Say “NO” with Ease and Grace

  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.”…

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Begin With The End In Mind

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,…

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Words Matter

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…

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What You May Not Know About Rapport

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,…

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Thanks for Calling…But

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…

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How Language Frames Your Client’s Experience

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…

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NLP Confidence Building Exercise

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…

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Communication, NLP, Now What Do I Say:

Who is Richard Bandler?

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…

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YOU WANT MORE PRACTICE

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…

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Do you Prefer Same or Different?

Did you ever purchase a piece of clothing, only to find you already own something very similar? Or your purchase of vehicles is always the same brand? Sameness  or Difference is a sorting mechanism that  is primal to our nature. Through it we filter for safety and danger. Sameness is something that makes clients feel more protected and comfortable.  It’s…

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