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…
Category: 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…
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.…
Sales and Conversational Narcissism
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…
Clean Up Your Language By Using Clean Questions
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…