The ONE Word You Need To STOP Using Today

By
Real Estate Broker/Owner with Keller Williams

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!

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Rainmaker
1,527,518
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Fifteen Years Experience in Brevard County

Good point. You know before I got to the bottom I had already figured out the word to use is "when."  Excellent point!

Aug 20, 2015 11:33 PM #1
Rainmaker
6,297
Benjamin Mathis
Keller Williams - Raleigh, NC
Learning to lead.

Gary L. Waters, Broker Owner Waters Realty of Brevard, LLC Thanks! I'm sure it's beating a dead horse for a lot of people on here, but I've heard it way too much lately!

Aug 20, 2015 11:35 PM #2
Rainmaker
3,744,100
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Benjamin and welcome to the Rain. Thoughful story and well made point.

Aug 20, 2015 11:59 PM #3
Rainmaker
6,297
Benjamin Mathis
Keller Williams - Raleigh, NC
Learning to lead.

Sheila Anderson Thanks for reading!

Aug 21, 2015 12:37 AM #4
Ambassador
4,015,919
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Benjamin- this is so true! It's something I used to say to my niece- when not if.

Aug 21, 2015 01:14 AM #5
Rainmaker
680,030
Nicole Doty - Gilbert Real Estate Expert
Zion Realty - Gilbert, AZ
Broker/Owner of Zion Realty ZionRealtyAZ.com

This is a great reminder to be definitive and confident in our speech. The word "if" implies doubt. We need to be sure of ourselves and our skills. 

Aug 21, 2015 01:44 AM #6
Rainmaker
6,297
Benjamin Mathis
Keller Williams - Raleigh, NC
Learning to lead.

Kathy Streib Great thing to teach your niece!

Nicole Doty - Gilbert Real Estate Expert Completely agree! Be confident and deliberate!

Aug 21, 2015 02:07 AM #7
Rainer
159,917
David Barr
Berkshire Hathaway HomeServices Florida Realty - Sarasota, FL

There are a lot of other words I'd rather see go:  

Hack

Disrupt

Curate

Selfie

Aug 21, 2015 02:21 AM #8
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Rainmaker
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Benjamin Mathis

Learning to lead.
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