Know When to Shut Up
It may sound a bit abrasive, but "Shut Up" is the only way to best communicate this idea. Real Estate sales involve moments of decision. Critical, turning point moments.
The parties involved may need a moment or two for the information to process in their brains to make those decisions. That is when you need to shut up. For example, on the telephone, you ask a qualified buyer or seller when you can meet them. Give them a couple of appointment options and then wait, silently.
When asking a buyer, "Do you want to write up an offer?" If you say anything else before they do you are probably not going to get that sale. This one principle, knowing when to stay silent, will help you double or triple your sale numbers. What will that do for your bottom line? I think you can do the math.
How to "Shut Up"
1. Never assume people need you to talk. The are usually just thinking out loud.
2. Bite your tongue after each of your closing statements.
3. Remember a sales person you have dealt with personally who wouldn't "shut up" and how you felt about it!
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