Power Phrases Realtors Should Be Using With Clients

What we say and how we say it matters. This applies to our relationships at home, work and especially when dealing with clients. As I travel around the country coaching other Title Companies, one thing that I really make a focus is language. Who are you talking to and why? Then, what comes out of your mouth is extremely important. I want to discuss language in this article and as it pertains to how high performing Realtors can create advantages with clients by using better language that elevates their status versus lowering it.

I Think We Might Need to Lower the Price

This can sound uncertain and can put the seller on the defensive. Instead, a stronger, more confident approach would be, “Based on the current market and feedback, adjusting the price will position your home more competitively and attract the right buyers quickly.” This way, you’re showing your expertise and giving your seller a clear, positive reason to make the adjustment. Using the words “I think” is a indecisive position and in a situation where your decisive thought process on the pricing of a home is important, can show your potential lack of knowledge.

I Want To Get You The Best Price!

This sounds like something great to say, but it’s weak language. “Wanting” is another way of saying that you don’t really know so there is a longing or even hoping for the best outcome. That doesn’t sound confident to me if I’m a seller and I need to decide between you and another agent who says:“I am committed to securing the absolute best price for your property, and I will leverage every resource and strategy to achieve that.” Which agent are you choosing? My money is on agent #2. Being confident in the result you can create by letting them know how you are going to do it shows that you are a master at your craft and have created success for others in the past.

Take Your Time to Decide…Let Me Know When You are Ready

Again, this phrase sounds appropriate as we never want to come off as pushy to clients. It also shows you might be too hands off and we all know that sometimes when that occurs, your buyers go to a new construction site on a Saturday and don’t include you. A stronger statement would be:“I’m excited to help you take the next step, and I believe we can achieve great results together. Let’s set a time to move forward and make this happen.” This shows enthusiasm and gently encourages them to take action. It also establishes a timeline for you where you can set expectations on appropriate follow up and checking in to not miss any opportunities. It also tells them you are directly invested in the outcome.

Takeaway

There is a reason why top agents use dialogues on the phone, in listing appointments, and working with clients. Knowing what to say and to whom is important. Practice makes permanent, so think of your most challenging conversations and create dialogues around those conversations to become better at your craft!