Turning a Thorn into a Rose - Wordsmithing Works

By
Real Estate Agent with Keller Williams Realty

Just to be blunt some agents just tell it as it is, no sugar coating, to the prickly point.  Words that sting to the core and costs them business.  Don't get me wrong, what they speak most of the time is dead on accurate but it is the delivery that needs help.  I believe with a little word polish, the same message is delivered but is much better received.

A few suggested phrases or word use to help you in the moment:

The home needs to be reduced in price - new price or reposition the price, posture better in the competitive market.

Discussing price with a potential seller client - I'm just mirroring what the buyers in the market are willing to pay for a home like yours in this current market time period.

The seller's home needs to be staged and does not present itself well - We need to explore and implement some changes that will make your home to be a stand out choice for the current buyer audience.  Your home works well for your comfort and personality but now selling your home is like a business and we have to give it the lift that will reach our buyer's needs. 

Seller or buyer want to drag out negotiations and you need to step up their response tempo- I respect that you wish to explore this offer.  In negotiating with others it is critical that we are proactive and sensitive to time.  The longer responses take, the warmth and excitement the other party may feel regarding the offer may cool off.  We need to keep a thoughtful tempo to maintain the interest.

The seller receives a very low offer and you meet to discuss - we have an opportunity to sell your home.  There is some distance from your list to their offer.  You never know what reasoning there may be for the offer price, it can be that mom & dad told them to always offer low, a book they read on how to buy a home gave advice, etc.  We are just faced with a great opportunity to make this work and it starts with us and how we deliver a positive response. 

Your call to the agent with your client's response after the low offer - My clients made a point to ask that I thank your clients for their interest in their home.  I wish to thank you again for showing them and working with them on this offer and look forward to working with you. 

The paint on a wall is a hideous color - The color tone you have painted in this room/house works well for your decor.  However, in this real estate climate, buyers tend to not have vision on placing their personality in a home and it is amazing how a simple thing like paint can distract. 

The other agent was just rude and said some unprofessional things - some conversations are best left never mentioned or you run the risk of alienating your client against the other party.

You go in a home that has multi colors of paint - you have a festive decor.

You can always deliver the message but massage it with grace of wording.  It defines your personality as one that is positive and professional or the sharp tongue person that we avoid. 

 

Comments (10)

Antoinette Galindo
Alain Pinel Realtors - Burlingame, CA
CRS,GRI,SRES,e-PRO

Great blog

Feb 18, 2009 10:24 AM
John Mulkey
TheHousingGuru.com - Waleska, GA
Housing Guru

Great tips Connie. We can all learn from these examples; and it's much easier to stop and think before speaking than it is to look for another client.

Feb 18, 2009 10:30 AM
Doug Aaserude
Inactive until May. 2009 - Beaverton, OR
Broker

Great post. I am a driver personality and I am to the point. I do not politic and I am brutally honest. Each to their own, and I may cost myself business perhaps, but I always let my clients know that I am this way, and ask them to just let me know if I am too edgy for them. It seems to work,

Feb 18, 2009 10:34 AM
Lee & Carol Barbour, REALTORS
Murphy and Hayesville, NC; Hiawassee, Blairsville, Blue Ridge GA - Murphy, NC
Mountain Living Team in Murphy NC and North GA

Nice post Connie. We can still get the point across in a manner that they'll actually hear, instead of thinking how rude we are. Honey works better than vinegar.

Feb 18, 2009 10:38 AM
Kenneth Bargers
Prudential Woodmont Realty - Nashville, TN

Connie - These are very good suggestions in communication skills.  All the best to you and your business.

Feb 18, 2009 10:52 AM
John Mayer
Oikos Realty, Cape Canaveral, Cocoa Beach Florida - Cocoa Beach, FL
Your Beach Area Expert

Quickly turning a negative into a positive and overcoming the last objection is what selling is all about. We need to listen before we speak.

Feb 18, 2009 10:59 AM
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging, www.homes

Connie as you certainly know this is such an important thing for RE pros to understand, how we deliver the message will impact whether the message is actually being heard. 

I'll have to get to my list of "key words and phrases" too when I have time ;-)

Feb 18, 2009 11:53 PM
Kim Dean
www.GoSimplyTexas.com - McKinney, TX
Simply Texas Real Estate - Broker/Owner

Connie - I really like all the points, especially what you said about what to say when one party wants to drag out negotiations. It's so true - it can turn things sour quickly. Nice list.

Feb 19, 2009 01:00 AM
Brande Bradford
Keller Williams - McDonough, GA
Realtor

Connie,

 

Thanks for the tips.  Have a great day.

Feb 19, 2009 04:36 AM
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ
Broker/Owner

MORNING CONNIE!  These are fantastic "translations"!  I especially like the one on low offers -- another post to bookmark!  Much thanks!  -- Gabrielle

Feb 20, 2009 09:38 PM