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…
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…
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 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.…
Your nonverbal body language will automatically express a NO when you are thinking NO, For instance, if you are thinking, “I don’t want this listing”, you can’t help but start acting like you don’t want the listing. So, watch, and observe your internal thoughts (Monkey Mind) when you first meet or speak with someone. I was doing a workshop and…
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.”…
Sometimes current affairs can be instructive. Talk show host and media commentator Glen Beck appeared on CNN last Sunday, and when asked about a report that his company was imploding from another round of layoffs, he walked off the set. Clearly he had been put on the spot, and from the unconscious choices of flight, fight, or freeze, he fled.…