Tongue-Tied to Triumph: Real Estate Script Secrets

🎧 Listen to Understand, Not Just to Respond

Author

Tim and Julie Harris
June 14, 2024

HARRIS Real Estate Daily

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1. Listen to Understand, Not Just to Respond

  1. Dive Deep into Their Needs: Use buyer and seller pre-qualification scripts to uncover your client's desires. Think of yourself as a detective, piecing together clues to get the full picture. Listen attentively and take detailed notes of their responses.

  1. Interview Both Partners: When working with a couple, interview each person separately to ensure they’re on the same page. It’s like playing matchmaker but for dream homes!

  1. Ask Probing Questions: The more you learn before working together, the smoother the relationship and transaction will be. Always ask if there’s anything else you should have covered—because who wants surprises, right?

  • Identify Priorities: By the end of the pre-qualification discussion, you should clearly understand what’s most important to your clients.

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2. Clarify Communication Preferences

  1. Understand Their Preferred Method: Determine whether your clients prefer texting, emailing, meeting in person, or phone calls. If texting, clarify the platform (WhatsApp, Messenger, SMS). It’s like setting up a communication GPS to guide you through the process.

  1. Set Clear Rules: Avoid misunderstandings by establishing communication rules. When in doubt, default to in-person or phone communication and avoid negotiating over text.

3. Be the Solution, Not the Problem

  1. Minimize Stress: Real estate transactions are stressful, even for experienced clients. Show compassion without becoming overwhelmed by their emotions. Think of yourself as a real estate superhero swooping in to save the day!

  1. Communicate Frequently: Regular updates, even if there's no new information, reassure clients that you’re actively managing their deal. Because no news doesn’t have to be bad news.

  • Stay Ahead: Over-communicate and anticipate needs to demonstrate your value and leadership, leading to more repeat and referral business.

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4. Be a Problem Solver When Things Go Sideways

  1. Report with Solutions: Never deliver bad news. Always follow up with three possible solutions. Be the wise owl in the real estate forest.

  1. Provide Reassurance: For example, if a property inspection reveals issues, remind clients this is normal and present several ways to address the problems. Think of it as turning lemons into lemonade.

  1. Maintain Composure: Stay calm and be a steady presence in stressful situations. Be the lighthouse in the storm.

5. Watch Your Language (words matter!)

  1. No Swearing: Even if your client swears like a sailor, maintain professionalism. Remember, you’re the classy captain of this ship.

  1. Use Logical Language: In stressful situations, rely on logical rather than emotional language. Be the Mr. Spock of real estate.

  1. Be Factual: Avoid speculation and words like “guess,” “suppose,” or “maybe.” Promise to follow up once you have more precise information.

  • Regroup When Necessary: If you need a moment, say something like, “I’m about to lose reception for a couple of minutes. I’ll call you right back.” Use the break to formulate a clear plan before continuing the conversation. Think of it as a quick pit stop before returning to the race.

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Implementing these strategies will enhance client communication, strengthen relationships, and result in more successful transactions. Enjoy the journey as you guide your clients to their real estate dreams!