Ancient Greece was reeling.
The Macedonian Empire under Phillip II had simply ravaged their countryside, destroying vestibules of power as if he were fighting children.
As he neared the Laconia region of Greece (this is the area that included the city of Sparta), he sent a message to the inhabitants stating ""If I invade Laconia you will be destroyed, never to rise again."
How did the Spartans respond? With a single word: "If."
This story holds a potent reminder for anyone, as the word "if" has steadily creeped into our daily vocabulary, but it is especially applicable to real estate professionals.
How many times have you met with a potential seller, and told them "IF I list your house I will..." or "IF we work together we can..."
Only work with buyers? I'm sure you've said at some point in your career "IF you want to see houses I'm available at..." or "IF this deal works out I'm never speaking to you again" (kidding about the last one, just checking to see if you're still paying attention!)
Honestly, this word infuriates me.
It's hesitant. It's wavering. It's WEAK.
Nothing, and I mean nothing, is more exasperating than trying to create a plan, forge a path, or help someone when the word "If" enters the conversation.
Your clients don't want to hear "If", they want guidance. They want someone who is sure of themselves and their professional abilities.
Here's your new word: WHEN.
Try it out: "WHEN I list your house I will..." or "WHEN you want to see houses I'm available at..." or "WHEN I invade Laconia you will be destroyed."
Sounds good, right?
It denotes confidence and positivity. It sets an expectation that something will happen at a future date (good or bad is up to you) instead of leaving options that may not include you!
If When you change how you present things to your potential clients, you'll be amazed at the difference it makes!