I-A-Q #24: 🗣️Say These Words to Close Your Next Deal
Happy Monday!
Here is an Idea, an Action, and a Question to consider this week.
Idea
Envision your real estate business as a high-performance jet - marketing and sales are not just components, but the fuel and engine that propel it to new heights.
It's not enough to simply fine-tune your expertise in real estate––you need to sharpen your sales and marketing skills with the same determination. By supercharging these areas, you're not just enhancing your business but piloting it towards the horizon of success.
Let me introduce you to one of my secret sales weapons: Phil Jones' "Magic Words." These linguistic superchargers have helped me close deal after deal.
In Phil's own words:
“Magic Words are sets of words that talk straight to the subconscious brain. The subconscious brain works a little like a computer—it has only ‘yes’ and ‘no’ outputs and can never land on a ‘maybe.’ It is strong and decisive and moves quickly. Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more often.”
Here are five of my favorite Magic Words, how I weave them into my dealings, and the reasons behind their effectiveness:
1. Open-Minded
Usage: "Are you open-minded to using creative financing in this sale?"
Effect: People don’t want to be seen as close-minded, so it invites them to consider your idea.
2. Just Imagine
Usage: "Just imagine the multitude of possibilities that selling this property can bring you!"
Effect: Infusing the thrill of potential futures is a compelling way to trigger the purchasing impulse. As a kid, "Once upon a time..." sparked our imaginations, and as adults, it's "Just imagine..."
3. I’m Not Sure If It’s for You, But
Usage: "I’m not sure if creative financing is for you, but have you considered it before?"
Effect: This subtly conveys, "There's zero pressure...Why don't you explore this?" It offers a soft and comforting approach to connect with a buyer.
4. I Bet You’re A Bit Like Me
Usage: "I bet you’re a bit like me: always hustling to fit everything into your busy schedule."
Effect: This portrays empathy, showing that you understand their challenges and would feel the same if you were in their shoes, thus lessening the stranger barrier.
5. Most People
Usage: “What most people do is complete the forms with me here today. You then receive your welcome pack, and we get you booked in for a launch.”
Effect: People are afraid of being the outcast, the recluse, the castaway.
That’s why you can get the attention of most people by simply telling them that what you need from them is precisely what most people would do.
As of right now, two of my active listings are second home/beach rental properties with asking prices of $3M or more. In order to offer additional value to potential buyers, both sellers are willing to entertain creative financing as an option to sell. This is primarily due to my ability to educate these sellers as well as intentionally using specific words when we first discussed listing their properties.
We all want the triumph of sealing a deal, for that crowning moment of glory. Incorporate these power phrases into your vocabulary, and before you know it, you'll be the ace in the sky with your sales soaring.
