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Words - they can set us apart from the average Realtor

By
Real Estate Agent with RE/MAX Advantage

Those of us interested in SEO (Search Engine Optimization) have heard how import words are.  For instance the choice of the proper domain name and "Key Words" in web site titles and more can make a big difference when we want to create a search engine friendly site.

What about the words we choose with our client's day in and day out?  Having attended many seminars and classes over the years I have to say that these words have had the most impact on my career and impacted those around me.

In 1997 class in Los Angeles real estate trainer Howard Brinton said the average Realtor asks for business by simply asking "Do you know anyone that needs to buy a home?"

Howard said turn this around by asking enthusiastically "Who do you know that needs to buy or sell real estate today?"

I told an associate about this once and he liked it but didn't do jumping jacks over it.  Then one day I went to lunch with this associate and a young friend of his named Joe.

After a few minutes at lunch I asked Joe how business was for him.  He responded by saying it was pretty good.  He then asked me how business was for me.  I responded by saying business was great for both buyers and sellers and there were some great opportunities for those looking to buy. 

I then leaned forward towards him and looked right into his eyes and asked "Who do you know that needs to buy or sell real estate today?"  Immediately Joe gave me the names of 3 people bang, bang, and bang.

My associate friend started to giggle and he said to Joe, "George was trying to prove a point to me and he sure did it!".

You see when we ask someone "Do you know anyone that needs to buy a house?" it gives them permission to say "No" just like we say "No thanks, were just looking" at the department store.

However, when we look at someone directly in the eye and enthusiastically ask "Who do you know who needs to buy or sell real estate?" They try to think of someone they know.  They do this because people genuinely want to help when asked this way.

Some other ideas are:

Sellers:

  • What did you like or dislike about your last real estate experience?
  • What is the most important thing to you when selling your home?

Buyers:

  • Did you notice the "Features" of this home?"  The extra insulation will reduce your utility bills. Walking distance to all schools is a real plus because it cuts down on transportation costs.
  • In other words, too many of us just show homes.  Superstar Ron Campbell of Albuquerque New Mexico is huge on selling features and benefits of a home.  This is important because first and foremost you are pointing out a feature that may have been overlooked and secondly, you are coming across as an informed and professional Realtor.

These type of words allow us to gain valuable information from our clients and also makes us look like a true real estate professional that cares about the client. 

 

Posted by

Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes

Comments (31)

Ann Cummings
RE/MAX Shoreline - NH and Maine - Portsmouth, NH
Portsmouth NH Real Estate Preferrable Agent

George - ah the magical power of words!  I think Brian Buffini uses the same words as well.

The power of words - may we all use them to their fullest advantage!

Ann

Nov 24, 2007 10:37 AM
Christina Williams. REALTOR® TN property search & local insights
First Realty Company - Crossville, TN
Have a great time... I plan to go in the future. Keep us posted.
Nov 24, 2007 11:30 AM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate

Ann - Thanks my friend.  Words are soooooo powerful.  Have a great weekend.

Christina - Onward and upward!

Nov 24, 2007 12:19 PM
Carol Smith
Casmi Photography - Mebane, NC

George - this is right on point.  If you've been saying the same thing for years and haven't gotten the desired results, then perhaps it's time to say the same thing....but in a different way.

Sometimes it's not what we say, but how we say it.

Thanks for another one of your wonderful posts. 

Nov 24, 2007 02:05 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate
Carol - Very true and thank you once again for your kind comments. I hope you are doing well.
Nov 24, 2007 02:32 PM
Pat Laracy Baker
Realty Executives Boston West - Holliston, MA
Pat Baker Dream Home Maker
Hi George, Thank you for these tips. Words can make or break us for sure.  There have been nights when I keep saying to myself "why did I say that?"
Nov 24, 2007 02:38 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate
Pat - You are very welcome and thanks for sharing.
Nov 24, 2007 02:40 PM
Gail Robinson
William Raveis Real Estate - Southport, CT
CRS, GRI, e-PRO Fairfield County, CT
George, The words we use are very important and I purchased "The 100 Greatest Dialogues of Floyd Wickman" just so I could learn how to say things in the right way at the right time.  Of course, I bought the DVDs a year ago and haven't put one of them in my laptop yet!  Thanks to this post, I dug them out of my file drawer and put them on my desktop.  (I know, I know, I need to put them in my laptop!)
Nov 24, 2007 03:00 PM
Aaron & Mindy Mills
Prudential CA Realty - Brea, CA
Good post.  This just goes to show that there are people out there watching out for this kind of thing, and this is always just one more tool to add to your belt.  It all works... as long as you are out talking to someone.
Nov 24, 2007 03:13 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate

Gail - Thanks and yes, words are so very important.

Aaron - Very true...have a great evening.

Nov 24, 2007 03:22 PM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
George, I like the phrasing where you steer clear of eliciting a "no." Very good!
Nov 24, 2007 03:24 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate
Gary - Thanks and it is nice hearing from you.
Nov 24, 2007 03:26 PM
Roberta LaRocca
Simply Vegas Real Estate - Las Vegas, NV
REALTOR®, Broker, Salesperson, NV. Lic BS.507
George, Great advice!  I have been taught to use that question but haven't yet tried it.  I guess I should use it!  Thanks!
Nov 24, 2007 04:45 PM
Melissa Grant
A Serendipity World - Greenbackville, VA
The Law of Attraction In Life & Business
He is a down to earth and very practical guy ! We can all learn so much from him ! I have always asked question #2 but will start asking question #1 as well !
Nov 25, 2007 12:11 AM
Kelly Sibilsky
Licensed Through Referral Connection, LTD. - Lake Zurich, IL
Good information as always. How we say what we say is extremely important.
Nov 25, 2007 01:13 AM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate

Roberta - Good for you..."You go girl!"

Melissa - Keep at it my friend!

Kelly - Very, very true my friend. I hope all is well for you.

Nov 25, 2007 03:08 AM
Kay Van Kampen
RE/MAX Broker, RE/MAX - Springfield, MO
Realtor®, Springfield Mo Real Estate
I was one of Floyd Wickman's Sweathogs!  Still have his tapes and dialogues.  These new phrases are great.  Got to try one.  Will let you know how it goes.  Thanks for the reminders.
Nov 25, 2007 01:39 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate
Kay - Thank you and I wish you well.
Nov 25, 2007 01:49 PM
Vickie Arcuri
Coldwell Banker Realty - Fort Lauderdale, FL
South Florida Luxury Real Estate

Thanks so much for the tip!  I like that line...can't wait to use it!!!

Nov 27, 2007 12:55 PM
George Tallabas
RE/MAX Advantage - Nampa, ID
Idaho Real Estate
Vickie - You are very welcome my friend.
Nov 27, 2007 01:08 PM