Tips for Offering Tactful Client Counsel Striking the right balance between asserting your experience as a real estate professional and making sure clients feel included in the process can be a challenge. One way to engage your clients and reduce their opposition to your recommendations is by softening your approach. Below are three strong phrases which can easily be replaced in your client meetings with phrases which encourage collaboration and buy-in on ideas: Must = Consider Should = Think about Need to = Might benefit from For example: Commanding/Negative: The orange carpet in the den must go. You should replace it with a neutral-colored berber. Collaborative/Positive: Id consider replacing the orange carpet in the den. Maybe think about the potential benefit of a neutral colored berber? Also, when framing stories about your previous experiences, focus on how acting on something helped, not how inactivity hurt. An agent who lights the path is perceived as much more valuable than an agent who calls attention to how dark and difficult the way is. For example: Negative version: I had a client once who was convinced their orange carpet from 1982 wasnt a problem. As a result, it took twice as long as it should have to sell their home. Positive version: Its amazing how much faster a home can sell when owners consider upgrading the carpet. I had a client who decided to replace orange shag from 1982 and we had offers the following week. Reflect on your appointments with clients. Have you been persuading through collaboration and positivity, or leading with authority and negativity? Choose your words carefully for smooth client relationships. -- [ As featured in the Tuesday Tactics newsletter by Oakley Signs & Graphics. Enjoy this article? Support us by making your next sign purchase with Oakley: bit.ly/ZlZDSg ]
Posted on: Sat, 11 Oct 2014 23:32:34 +0000
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