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 they could list at a higher price moves to the background. The word “but” causes the second statement to be in the foreground of the client’s unconscious mind.
In the second example,if an agent says, ” You could list at a higher price and it won’t get your home sold,” the two statements are connected by “and” and are equally emphasized. Neither statement is more important than the other one.
In the third example, if an agent says, “You could list at a higher price even though it won’t get your home sold,” the effect is to focus attention on the first statement, and leave the second statement in the background. The predominant emphasis becomes that they could list at a higher price.
Now imagine the even though language frame with a different statement at the beginning, “Dropping the price will get your home sold, even though there have not been many showings.” With the 1st statement being the desired emphasis, the second statement moves to the background.
These are examples of “Language Frames.” Frames direct attention and influence how events are interpreted. Practice role playing the frames in different selling situations.
(Language=Magic)
How Language Frames Your Client’s Experience
