Seven Ways To Get Clients To Say Yes!

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

I was fortunate enough to have written a post a couple days ago that got featured on ActiveRain...and in one of the comments, a fine lady challenged me to write a new list. But, this time, instead of what you SHOULDN'T do, she wanted to know what she could do to make herself and her business better.... Brilliant idea! (Kinda upset that I didn't think of this before, actually...)

So, Jane....this is for you.

(And anyone else that is interested....)

Whether you want to admit it or not, you are using something to your advantage to get someone to buy from you.  Oh yes, you are...

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 using those same signals 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 lying to yourself. 

We, as salespeople, take advantage of the emotional triggers that every single human uses when making a decision. We all have them. Sales people are especially in tune with them. We have to be...it's what pays our bills.

See...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 and 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 acquaintances, 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. (CMA anyone?)

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.  Instinctively, 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. (We bought the house we own now because of the giant play room for our sons that was painted in huge geometric primary colors. My son called it the 'Shape house'.)

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. 

Paying attention is your job. Using what you get from your clients is how you get your deals done. And, whether you know it or not, you are using one of these to your advantage to get someone to buy from you ust about every time you speak with someone.  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 most 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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Show All Comments
Rainmaker
1,267,934
Alan Kirkpatrick
Austin Texas Homes - Round Rock, TX
Alan in Austin

Clint:

Very good post and advice. Thanks for shaing it. Hope you have a great weekend.

Aug 12, 2011 04:48 AM #1
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Alan and Michele -- Thank you very much. Happy to have written it. ;-) Enjoy your weekend!

Aug 12, 2011 04:49 AM #2
Ambassador
1,893,598
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

I so like the emotional connection Clint, cause people do decide on emotion and then justify with logic. Great list.

Aug 12, 2011 04:52 AM #3
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Gary -- I boils down to emotion with purchases of almost any form outside of gas and groceries. Ignoring that connection is a detriment to your career. ;-)

Aug 12, 2011 04:55 AM #4
Rainmaker
571,868
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Morning Clint,  Excellent review of the decision making process.  I've seen some of these components before but not as well as you present them here.  When it's all said and done we still buy from an emotional trigger.  Well done !

Aug 12, 2011 04:58 AM #5
Rainmaker
271,614
Chris and Maria Jeantet
Coldwell Banker C&C Properties - Redding, CA
Redding CA Real Estate Couple
So detailed. I would agree we all apply these triggers throughout the day even though we may not realize it.
Aug 12, 2011 05:01 AM #6
Rainmaker
192,598
Atlanta's Home Inspector, David Lelak IHI Home Inspections
IHI Home Inspections 404-788-2581 - Canton, GA
Experience the IHI Difference

This is a great list that explains the different levels of communication. There is a great book out there entitled The 7 levels of Communication.  What I like about your post, is that you are recognizing that not all sales techniques are alike, because not all people are alike.  Have a great weekend! ~ Jennifer

Aug 12, 2011 05:02 AM #7
Rainer
70,184
Jason Frey
PureWest, Inc. - Livingston, MT

Clint, I see another featured post in your future, I suggested it.  Another great piece of writing on a uber-relevant topic to our industry.  Nicely done.

Aug 12, 2011 05:28 AM #8
Rainmaker
846,120
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

Clint that was quite good-I like the detail work and the "trigger" effect.

Aug 12, 2011 05:34 AM #9
Rainer
345,899
Jennifer Prestwich
Henderson, Thornton, Broomfield and Westminster - Henderson, CO
Madison & Co Properties

Clint- we are all interested!  Good food for thought.  I had never thought of the "buy signals" in this way- and it certainly is enlightening.  Thanks for yet another great post!

Aug 12, 2011 05:46 AM #10
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Bill -- Thank you so much. Very pleased with how this one came out. ;-)

Chris and Marie -- Yup...agreed.

David and Bonnie -- You are right. No all techniques fit all sales or sales people, either. ;-)

Jason -- Thanks, man. Much appreciated!

Marco -- Thank you!

Jennifer -- That's my job. :-) Thank you for the compliment.

Aug 12, 2011 06:00 AM #11
Ambassador
4,320,070
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Clint

This is a great read. It really puts it all in perspective. These actually apply in a variety of situations.

Jeff

Aug 12, 2011 11:43 AM #12
Ambassador
4,371,126
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Clint- excellent! (and I suggested) We all use these to some extent in our persoanl lives as well.. we just may not recognize it.  

Aug 12, 2011 03:05 PM #13
Ambassador
703,921
Lee & Pamela St. Peter
Berkshire Hathaway HomeServices YSU Realty: (919) 645-2522 - Raleigh, NC
Making Connections to Success in Real Estate

Clint, well put.  And you are so very right...  We do use these "triggers" all the time, I just never thought of putting a title on them.  So nice to have your words of wisdom back.  I always learn something from you...

Pamela

Aug 13, 2011 01:44 AM #14
Ambassador
740,108
Courtney Cooper
Ben Kinney Brokerages Leadership at our Keller Williams North Seattle Office - Seattle, WA
206-850-8841

Clint, this is a great idea for a post and well executed by you (not surprising of course:))  Thanks for sharing and inspiring!

Aug 14, 2011 08:37 AM #15
Rainer
39,542
Seana Yates
Thrive Homes and Estates - Encino, CA

I liked this post a lot.  I'm a brand new agent and although I have over 15 years of customer service experience, I have very little SALES experience.  But reading your "DO's" made me realize I actually do have what it takes to be a good sales professional.  I already do many of the things you listed naturally.  Thanks for giving me the confidence of knowing I'm good at what I do!!

Sep 06, 2011 10:36 AM #16
Rainer
85,370
Mike Crosby
Mike Crosby Realty - Placentia, CA
Placentia- Yorba Linda Real Estate - 714-742-2897

Clint, good post I like all the trigger that we can pull to get business. Thanks for the post. It is Markeing and Sales people sometimes forget the sales part.

Apr 19, 2013 03:02 AM #17
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Rainmaker
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Clint Miller

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