7 Ways To Get Clients To Say The Magic Word.......YES!

By
Services for Real Estate Pros with Real Estate Pipeline, Inc.

Whether you want to admit it or not, you are using something to your advantage to get someone to buy from you.  You do it all the time.  Sales people are the kings and queens of taking advantage of the things we call “buying signals” and applying leverage in whatever way we can in order to get a deal done.  I know I do it all day long at my office.  You may think that you don’t, but you do.  And, if you really believe that you dont...you are lieing!

What am I talking about??

I am talking about the fact that we, as salespeople, take advantage of the emotional triggers that every single human uses when making a decision. 

There are seven of these triggers in total.  And, regardless of whether or not you have been aware of this list in the past, you are keenly aware of how to use them to your advantage.  These emotional triggers are the very things that everyone uses in order to make a decision.  They include:

The Friendship Trigger – This trigger activates both trust and agreement through bonding on a social level. Essentially, this is the trigger that you apply directly to your sphere of influence.  You use this on your friends, family, close acquantances, etc, that most sales people rely on as their base clientele.  They can also include past clients that you speak with on a regular basis.  The application of this trigger is specifically designed to leverage your friendship with them in the hopes that, when needed, they call upon you because you are friends.  Social networking to build business fits into this category also.

The Authority Trigger – This trigger activates acceptance through expertise.  A perfect example of this is agents that specialize in REO property or in high-end luxury property.  That specific specialization makes them an "authority" and those that need this type of specialized help would instinctively choose them as a result.  Another example of this is the multiple designations that an agent can get and list behind their name in an attempt to seemingly appear to have more authority or training than another agent by comparison.  This trigger is specifically designed to cause someone to choose to work with you because you have the knowledge to be able to help them.

The Consistency Trigger – This trigger motivates potential customers by causing them to recognize consistency with your past actions and repeat contacts.  In other words, this is your follow up skills hard at work.  (As a smart person once said, it's the squeaky wheel that gets the oil.)  You leverage this trigger every time you follow up with a lead or schedule appointments (and keep them!) with potential customers.  You want your potential customers to recognize that you are consistent in your efforts to earn their business and you will be there when they decide to move forward based on your previous attempts to earn their business. 

The Reciprocity Trigger – In short, you give, you receive. This trigger is based on the idea that you use the services and businesses that your clients own or work at and they will do the same for you.  For example, if you use the services of a mechanic locally, when he needs help with buying a home, he contacts you.  This is also the “you scratch my back, I scratch yours” trigger, if you will.  If you have a client that needs a roofer, you know who you will recommend because they are good at what they do…AND you know that person will recommend people that they hear about to you when they need your service or expertise. 

The Contrast Trigger – This trigger is the one that is used any time you do a side-by-side comparison of options to show that one is more attractive than the other.  Any time that you list the pros and cons of given options, you are leveraging this trigger. 

The Reason Why Trigger – This trigger is specifically used to invoke emotional reasons to make decisions.  Buying is an emotional thing. So, we keep coming up with emotional reasons to say yes.  This trigger is based on ‘thinking with your heart’ and not your head.  When your clients see things inside a home you are showing that ‘they just love’, this trigger has been tripped.  Instictivly, you will remember that and remind them of that, if needed, at a later date in order to leverage this memory to assist in a decision.

The Hope Trigger – This trigger is specifically designed to instill positive expectations to help persuade one side of an argument.  In other words, this is the application of positivity.  In order to effectively leverage this trigger, you have to get your client to “see the bright side”, as it were. 

Whether you know it or not, you are using one of these to your advantage to get someone to buy from you.  Chances are, you are using more than one of them at any given time with any one of your potential or current clients.  In fact, in some instances, you have probably used all of them in order to get a deal done.  

 

For more information on these seven triggers, you can check out www.seventriggers.com. Hit us up on Facebook...and follow me on Twitter!

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Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. Mark Rienzie 10/21/2009 01:42 AM
  2. Dana Devine 10/21/2009 04:05 AM
  3. Sybil Campbell 10/23/2009 05:17 PM
  4. Pamela Justice 10/26/2009 04:10 AM
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Anonymous
Greg

Great Post!

Oct 21, 2009 11:43 AM #71
Rainmaker
571,868
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Evening Clint,  Where in your list would you put the " fear " factor ?   Interesting conversation.  Well done !

Oct 21, 2009 11:52 AM #72
Anonymous
SUE ELLER

Very insightful post. I do most of these all of the time, but had no clue that they had names!! Thanks for your keen assessment. Here in Southern California where I am, there is a huge disconnect between market realities (multiple offers on many homes under $750,000) and what buyers hear on the news. Those of us in the street see the change in atmosphere and the buyers still are behind the curve so any selling technique I can use, I will go for.  Thanks! 

Oct 21, 2009 02:27 PM #73
Rainmaker
308,475
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate

Great way of breaking it down, I recognize them all and have used them all at one time or another and had them all used on me.

Oct 21, 2009 02:52 PM #74
Rainmaker
39,151
Tiffany Cloud
HomeSmart Real Estate - Gilbert, AZ

Good Grief Clint - You nailed that!  I like to use multiple triggers if i can.  It's funny that I use these all the time without consciously doing so. 

Thanks for the insightful and concise post...good things to think on!

Oct 21, 2009 03:15 PM #75
Rainer
52,097
Edward Bachman
EXIT REALTY SOLUTIONS - Kingwood, TX
Your Kingwood TX Realtor

GREAT STUFF....and when coupled with an understanding of personality traits you become INVINCIBLE!!!

Oct 21, 2009 11:57 PM #76
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Bob & Bev -- You hit the nail directly in the head, guys! That is exactly the point I was trying to make.

Risa, Greg -- Thanks!

Bill -- Fear is also an emotion, but it is a combination of several factors that are listed on this list, but thought about negatively rather than positively. For example, Contrast can be used to insight fear pretty easily.

Sue -- Regardless of how "informed" people think they are...the general public will always be behind the curve. :-)

Vanessa -- Any decision you have ever made has been based on one or more of these triggers. So...Yes. :-)

Tiffany -- Thanks! ;-) My strength relies in multiple triggers. I dont have enough moxy to leverage only one of these at a time. Im a flock-shoot kind of guy. ;-)

Edward -- Thank you! Exactly! Guys like Tony Robbins understand these triggers.......and he can influence anyone. ;-) Dale Carnegie -- same thing.

Oct 22, 2009 12:06 AM #77
Rainer
62,105
Dennis Puckett
Adams,Cameron & Co. - Deland, FL

Great message. The main point is to listen to the client. They are like a movie director, always telling you what they need to hear.

Oct 22, 2009 01:28 AM #78
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Dennis -- Absolutely!

Oct 22, 2009 01:34 AM #79
Rainmaker
1,638,116
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

Great post Clint.

Oct 22, 2009 06:22 AM #80
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Lyn -- Thank you!!

Oct 22, 2009 06:25 AM #81
Rainmaker
1,629,202
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

As every good copywriter knows: People buy from emotion and justify the purchase with logic.

That's just the way we are.

Oct 22, 2009 01:10 PM #82
Rainmaker
342,085
Joeann Fossland
Advantage Solutions Group - Tucson, AZ
Master Certified Coach to Motivated Agents

Wow! Great Advice. Thanks

Oct 22, 2009 03:16 PM #83
Rainmaker
273,670
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

Good information Clint. I have never seen it expressed this way. Thanks.

Oct 22, 2009 04:22 PM #84
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Marte -- And, everyone is wired that way. ;-)

Joeann -- Thanks!

Wayne -- I was hoping to bring it in a new way. ;-)

Oct 23, 2009 12:19 AM #85
Rainmaker
199,850
Mark Velasco
Sharpstone Commercial - Whittier, CA
Top Producing COMMERCIAL Team 30+ years experience

Very true Clint. However, a great Agent just needs to do his job and he will get lots of Referrals.

Oct 23, 2009 05:25 PM #87
Rainmaker
131,817
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

Great explanation of sales basics 101 or 201 depending on where you went to college.

Oct 24, 2009 06:32 PM #89
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Mark -- couldnt agree more. ;-)

Mike -- Thanks!

Oct 26, 2009 12:18 AM #90
Anonymous
Gary Tanner

Well written and complete article Clint Thanks for the tweaking.

 

Gary

Oct 31, 2009 02:13 PM #91
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Gary -- Thank you!

Nov 01, 2009 11:08 PM #92
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Clint Miller

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