- You can un-learn the old language of sales. Neuroplasticity is what will allow your brain to do so.
- The word "contract" used to mean something, now it just scares people. They will pull back when they hear you say it.
- Even if you're only saying 50 percent of these things wrong, the impact on your business is much greater.
We conclude our list of the 18 deadly real estate sins — language that you want to purge from your vocabulary now before it costs you any more sales.
Making this change is one of the fastest ways you can see your production increase because subconsciously people are moving away from you whenever you say these words or phrases:
10. Never say: sign the contract
Replace with: “OK it,” “approve it,” “authorize it” or “endorse this.”
11. Never say: pitch — what is this, the 1960s?
Replace with: presentation/confidential consultation.
12. Never say: When do you plan on selling or moving?
Replace with: Who do you know who plans on moving soon?
13. Never say: problem — are you trying to give your client a heart attack?
Replace with: challenge.
14. Never say: lower price, drop the price, slash the price, etc.
Replace with: improve the price or adjust the price to represent the expectations of the buyers who are currently looking more accurately.
15. Never say: objection — it sounds like you’re in court
Replace with: area of concern.
16. Never say: customers — this is another obsolete term
Replace with: families we serve.
17. Never say: prospects
Replace with: future clients.
18. Never say: appointment
Replace with: visit, pop-by or pop-by visit. As in, “I will pop-by today at 5 p.m. for a visit.”
The effect you’re having on your buyers and sellers by saying these things is costing you more than you know. The language you use matters.
These adjustments are relatively easy to make once you start practicing. Want more people to work with you? Speak to them in a way that draws them toward you instead of making them anxious.
Listen to today’s podcast to hear all the ins and outs of this new language of selling!
Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com.
Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.