In a world where this is so much training for real estate agents and what seems to be a rush to subscribe to a coach that can offer the best dialogue to win deals I still find that the more simple we can keep this profession the more results we achieve. The reality is buyers are educated and have access to all the tools that you and I have as agents. Welcoming conversation and meaningful discussion go a long way now with selling people their dreams and another important factor is the experience they have when buying from you. The following two words will protect you and will be a welcomed relief when buyers are trying to seek help from the professional you are.
Wow. Like I mentioned in the video. I was in my friends car returning to his office when the phone called and he answered. It was a buyer that had made an offer on one of his auction properties. The buyer obviously keen to progress the deal before the auction increased his initial offer and asked if his revised offer would get the deal across the line. This is where the magic was spoken …
“If we’re going to get it at that level, I’m going to need your patience”
This was GOLD. The buyer was calm and understanding and willing to co-operate with the agent. He trusted that the agent was doing the right thing by him however he also understood that there was more work to do with the seller. Ever since this day I’ve trained this and the word PATIENCE is one of the most effective words I hear used.
Cool, calm and collected. Not promising anything or leading a buyer to believe they’re in a situation where the owner is DESPERATE and NEEDS to sell. Buyers are sick of the sensationalism around auctions and agents risk their integrity when misleading good people let alone compromising the position of your sellers by inferring their circumstances are ugly. “FEED THE GREED” “PITCH IT LOW, WATCH IT GO”. YUK! This language positions the owner behind the eight ball and can influence a purchase away from SENSIBLE discussion.[Q] “Are they looking at offers before auction?” [A] “There’s no legal requirement for the property to go to auction. The sellers are great and would gladly welcome sensible discussion”
Your language sets the tone for everything. Make your language composed and confident. Buyers want to be confident they’re buying quality real estate!