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As a realtor striving to make your mark in this competitive market, you understand the importance of effective communication. However, certain phrases you might be using could be sabotaging your sales efforts. In this blog post, we’ll explore three common phrases that can hinder your sales conversions and provide alternative approaches to improve your client interactions.

1. “Tell Me More About…”

Asking a client to “tell me more about” their situation might seem like a straightforward way to gather information. However, this phrase can unintentionally create resistance. When you ask a client to elaborate, it can feel overwhelming or even accusatory, as if you’re questioning their initial explanation. This can lead to frustration and a breakdown in communication.

Why It Doesn’t Work

When clients hear “tell me more about…” they may interpret it as a demand for additional proof or justification. This can trigger defensive responses and make them less willing to share details. Instead, they might feel like they have to convince you, which is not the best footing for a productive conversation.

What to Say Instead

Ask specific, targeted questions that directly address what you need to know. For example, if a client mentions they are planning to move to Florida, you could ask:

• “Can you tell me more about your plans for the first phase of your move?”
• “Are you planning to buy in Miami right away, or will you be staying in Tampa initially?”

By framing your questions more precisely, you show that you’re listening and that you care about their specific needs and plans.

2. “How Does That Sound?”

Another phrase that can inadvertently kill your sales momentum is “How does that sound?” While it might seem like a polite way to seek feedback, it actually engages the analytical part of the client’s brain, prompting them to think critically rather than emotionally.

Why It Doesn’t Work

Logic makes people think; emotion makes people act. When you ask “How does that sound?”, clients shift into a logical, evaluative mindset. They begin to analyze and critique, which can slow down their decision-making process and introduce doubt.

What to Say Instead

Engage their emotions by asking questions that tap into how they feel. For instance:

• “How would you feel if we found a home that meets all your needs within your preferred neighborhood?”
• “What emotions come to mind when you think about living in that area?”

These types of questions help clients envision their future and connect emotionally with the process, making them more likely to commit.

3. “What’s Your Budget?”

Discussing money is crucial in real estate transactions, but the word “budget” can be a major stumbling block. It often brings up negative emotions and connotations related to financial limitations, which can make clients uncomfortable or defensive.

Why It Doesn’t Work

The term “budget” can evoke feelings of inadequacy or stress about financial constraints. Clients may feel judged or pressured, which can create a barrier to open communication and trust.

What to Say Instead

Opt for a more empowering and positive phrase like “buying power.” For example:

• “What is your buying power for this investment?”
• “How can we best utilize your financial resources to meet your housing needs?”

This shift in language helps clients feel more in control and positive about their financial situation, facilitating a more constructive conversation about their options.

Conclusion

Mastering the language of sales is essential for converting leads into clients. By avoiding phrases that create resistance and adopting more effective alternatives, you can foster better communication, build trust, and ultimately, close more deals. Remember, sales is not just about what you say, but how you say it. Focus on creating a positive, emotionally engaging dialogue with your clients, and watch your conversions soar.

If you want to learn how to make more sales in your real estate business to consistently sell 10+ homes or more every year, join my Blueprint Program. I’ll teach you how to attract and convert cold leads into clients who want to work with you for every transaction they do. You’ll learn how to do this as a new realtor, even if you’ve never made a sale, and without having to make cold calls or buy leads.