The Power of Words for the Professional...

By
Real Estate Broker/Owner with Brooks Prime Properties Wichita Falls Texas
http://actvra.in/4wYz

 

What did you say?We all know that words spoken, inflection of voice and timing all have a great deal to do with our POWER OF COMMUNICATION.

What one person hears may come across as totally different from another person that hears the same thing. Remember the old game where we would sit in a circle and whisper a line in the next person's ear? The beginning line could be as simple as:

John and Mary laughed together at the dinner table.

And, then by the time that line gets to the final person they have to announce what the line was. To the final person the line was...

John and Mary flirted after dinner.

So, okay they are close but not dead ringers! How we would laugh at that game as a child!

Today though, each and every spoken word to our clients must be clear and meticulous. The POWER OF WORDS have the ability to change a persons perspective completely. In our business today, whether it is selling a home, helping a client to purchase a home, announcing the details of an inspection of a home or just showing a home...THE POWER OF WORDS can make or break your client's decision and their future.

The phsycology of words is a bit complicated but easy to learn!

You see, I just told you that it's complicated which may make you not want to learn or understand and then TOTALLY NEGATED the statement with a BUT. That little conjunction is a powerful word. Within a sentence the word BUT completely negates what was just said...

It would be like saying, "I love you ...but..." which places a different term or a contingency on the first statement. How and what does this have to do with Real Estate?Everything, my friends! "I love you "but"...well, not really because this and that could be better. My friends, either you love or you don't. Simple as that.Power of Communication

No "Buts" about it. 

This home IS exactly what you want...BUT...it isn't on the cul-de-sac. Bad, bad bad...Try this one. This home is exactly what you want! It is at the end of the street which is just as good as being on the cul-de-sac! (then heads are nodding and you are that much closer to the sale!)

 

 

How do you ask for the sale? Your clients are very insecure most likely and you have to keep that in mind. Do you say, "are you ready to fill out the contract?"...or do you have the savvy to say, "let's get your new home secured". See the difference? First of all your clients are insecure with a combination of "wanting" and "being afraid they may not get" the home they are bidding for. For you to say to your client that you are helping "secure" their home, you are also "securing" the client with hope, belief and trust...

More examples: "Would you like to view the house?"  
No, "Would you like to view what could be your new home?"

Ready to go house shopping?
No, "Are you ready to fall in love with your new home?"

Wow! That's a pretty dress! ("so what? she says...there was a full rack of them")

No, Try, "Wow, you look great in that dress..."
This gives the credit to the person you are complementing and not just the dress...all of life works this way.



Now, take those POWER WORDS and make things happen! You and I both know WE CAN.

Later in the Rain,
Deb Alayne!


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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Ron Marshall 12/15/2012 12:21 AM
Topic:
Real Estate Best Practices
Location:
Texas Wichita County Wichita Falls Lake Wellington
Groups:
The Art Of Marketing You
POSITIVE ATTITUDE for the Weary Soul
Diary of a Realtor
Addicted to Active Rain
Bananatude
Tags:
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remax elite alayne brooks

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Rainmaker
295,136
RealSupport, Inc.
RealSupport Inc. - Palatine, IL
- Virtual Real Estate Marketing

Deb, this post was AWESOME. You are absolutely right. You need to learn how to word things in order to get the best results and communicate effectively. We think this is especially important in emails or text messages, which are the crutch of communication nowadays. It's so easy to misinterpret what someone is saying when they aren't speaking it to you verbally. When you're writing an email or text, you have to be careful that you're clear and that there is no way anything can be misread. That's how you will keep your clients happy!

Aug 01, 2012 07:39 AM #12
Rainmaker
649,394
Jill Sackler
Broker Associate, Charles Rutenberg Realty Inc. "Said and Done!" - Long Beach, NY
LI South Shore Real Estate - Broker Associate

We used to call that game telephone and we did love it as children. What you're talking about is neurolinguistics and it's becoming very important now. You're so right. How you say something is everything. Those examples you gave us were super clear.

Aug 01, 2012 07:42 AM #13
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Erica Ramus
Erica Ramus - Ramus Realty Group - Pottsville, PA - Pottsville, PA
MRE, Schuylkill County PA Real Estate

Great way to turn it around. I like to ask questions that are open ended to lead the consumer to talk to me more... so I can truly learn what they like/don't like.

Aug 01, 2012 11:56 AM #14
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Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Deb - It's true that our words our important.  I learned the same about "but" many years ago.

Aug 01, 2012 04:15 PM #15
Rainer
535,049
David Burrows
Classic Realty - Fairfax, VA
No Pressure, Just Seriously Devoted to Real Estate

I remember playing the same game many years ago. Words are important and your post today reminds all of us of this most important truth. Thanks for sharing.

Aug 01, 2012 09:28 PM #16
Rainmaker
301,834
Ann Nguyen
Dickson Realty - Truckee, CA
Lake Tahoe Truckee Homes For Sale
Great message to share. Words are very powerful and we should learn how to use them to our advantage.
Aug 01, 2012 10:21 PM #17
Rainmaker
1,097,691
Wayne and Jean Marie Zuhl
Hallmark Realtors - Clark, NJ
The Last Names You'll Ever Need in Real Estate

Good morning Deb - Your examples show a savvy use of words. Selling real estate is like selling anything - you've got to know how to sell :)

Aug 01, 2012 11:01 PM #18
Rainmaker
697,216
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Very good post.  Picking of the right words is an art and the more successful real estate agents have mastered that art.

Aug 02, 2012 12:45 AM #19
Rainmaker
523,567
Regina P. Brown
California Coast & Country Homes, Inc. - San Luis Obispo, CA
e-Pro Realtor

I like the way how you turn the negative into a positive idea.  I also believe in the power of words.  How we speak or the way we express those words also matters a lot.

Aug 03, 2012 02:55 AM #20
Rainmaker
1,002,739
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Deb:  What a great post.  I am so glad it got Featured... and you got another Gold Star.

Communication is complicated.  The psychology of words, and making sure the idea that is communicated is what we want to convey... is so important.  I am sorry to say this, but I know many people who really need to read this, and then re-read it many times.  Again... great post.

I hope all is well with you.  Have a great weekend.

Aug 04, 2012 04:19 AM #21
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Deb Brooks
Brooks Prime Properties Wichita Falls Texas - Wichita Falls, TX

Oh my gosh! I totally MISSED THIS FEATURE! Thank you for so many of my friends coming by. It has been a couple of days of crazy life and Real Estate.

I will answer each of you!

You mean so much,

Deb

Aug 04, 2012 09:16 AM #22
Rainer
194,347
Stephanie Stringer
First Choice Loan Services NMLS#210764 - San Antonio, TX
Mortgage Loan Originator

Deb- What a great post.  Enjoyed reading it.  Communication is key especially in our business. Using one simple word like BUT could really change one's prospective on things.  I enjoyed your post so much that I am going to subscribe to your post.   BTW, all my in laws live right up the road from you in Vernon.  I need to make a trip on a Friday night soon to see my nephew Jake.  He's plays football for the Lions.  Take care and best of luck. 

Sep 25, 2012 04:42 AM #23
Rainmaker
871,961
Sussie Sutton
UTR Texas Realtors - Pearland, TX
UTR TEXAS Realtors - Rep for buyers and sellers.

I agree how you same something changes the thoughts of a person. Great post.

Mar 11, 2013 09:35 AM #24
Rainmaker
699,950
Wayne Johnson
Coldwell Banker D'Ann Harper REALTORS® - San Antonio, TX
San Antonio REALTOR, San Antonio Homes For Sale

Deb-I'm sorry you stopped blogging. Your phrases are great. One I learned is instead of let's go sign the contract, let's get the paperwork done.

Jun 22, 2013 09:36 AM #26
Rainmaker
541,942
Laura Filip RE/MAX UTOPIA | 903-271-4978
RE/MAX UTOPIA , Serving all of Texoma - Whitesboro, TX
Your locally owned RE/MAX OFFICE

Deb "Alayne" Brooks Good day to you Ma'am why did you stop blogging let's get started again. Wichita Falls just up the road. Lets talk real estate 

Dec 01, 2014 07:53 AM #27
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Robert Vegas Bob Swetz
Realty ONE Group - Las Vegas, NV
Las Vegas Henderson Homes for Sale

"MERRY CHRISTMAS" my friend and have a "Happy New Year"  

Dec 24, 2014 04:29 AM #28
Rainer
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Doyle Lee Austin Davison Iv
Surf City Realty 714-968-6767 - Huntington Beach, CA
28+ years serving Investors/Banks/Buyers/sellers

I was just watching a show that was talking about how

"words can move the world"

saying or picking the right or wrong words is key to success or failure

Jan 07, 2015 12:59 PM #29
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Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

I think about you often friend.  Miss you here in the Rain.  Hope you are doing well.

Feb 05, 2015 12:37 AM #30
Rainmaker
1,218,542
Alan Kirkpatrick
Austin Texas Homes - Round Rock, TX
Alan in Austin

Deb "Alayne" Brooks 

Hope all is well. Hoping you are having a wonderful week. 

Jun 10, 2015 03:23 PM #31
Rainmaker
3,653,469
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

I was looking for your current blogs. I hope all is going well for you.

Have an outstanding 2017!

Jan 10, 2017 08:10 AM #32
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