Inman

Podcast: The 18 deadly real estate sins (Part 1)

Evlakhov Valeriy / Shutterstock.com

Words don’t mean what they used to.

A few decades ago, buying something at an outlet was the real thing — just an overstock item sold at a discounted price. Now, an “outlet” actually makes a lower priced (and quality) item specifically for the outlet store.

It’s happened in real estate, too. Words like “sold,” “deal” and “buy,” once innocuous, are now considered dirty and are found on part one of our list of 18 deadly real estate sins.

Are you guilty of uttering these phrases and carrying around these habits? We’ll help you turn from your commission-killing ways with this updated approach.

The key is to reframe your presentation and choose key words carefully, so that buyers and sellers are more receptive to your communication. This is not lying or manipulation in any way.

For agents who are struggling with their own perceptions of the real estate field, this shift in language can restore comfort and confidence for everyone involved.

[Tweet “Great salespeople help someone make a decision they already wanted to make. @timandjulie”]

1. Don’t like calling yourself a salesperson?

Change your language to become more comfortable in sales so your prospects and clients will be more comfortable working with you.

2. Refer to yourself as a professional problem-solver, a real estate adviser or a trusted home adviser

Change the language, change your mindset.

3. What do you do for a living?

You’re not James Bond. Tell them! “I match the right homes with the right people. Who do you know who could use my help buying or selling property?”

4. How is the market?

The answer is the same always. “The market is excellent. Who do you know that I could be helping buy or sell real estate?”

5. Never say: monthly payment

Replace with: Monthly investment.

6. Never say: contract

Replace with: paperwork.

7. Never say: buy

Replace with: invest.

8. Never say: sold

Replace with: families served or families helped.

9. Never say: deal

Replace with: An opportunity.

So, are you a repeat offender? Are you guilty as charged, using these outdated phrases and expecting the same results as before?

Listen to the podcast today to get all the details on how to present this language and why it’s so critical to doing business in today’s changing market.

https://www.blogtalkradio.com/realestatecoaching/2016/09/28/18-deadly-real-estate-sins.mp3

Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris.