Idaho Real Estate >> ID Real Estate Specialist

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Words - they can set us apart from the average Realtor

Those of us interested in SEO (Search Engine Optimization) have heard how import words are.  For instance the choice of the proper domain name and "Key Words" in web site titles and more can make a big difference when we want to create a search engine friendly site.

What about the words we choose with our client's day in and day out?  Having attended many seminars and classes over the years I have to say that these words have had the most impact on my career and impacted those around me.

In 1997 class in Los Angeles real estate trainer Howard Brinton said the average Realtor asks for business by simply asking "Do you know anyone that needs to buy a home?"

Howard said turn this around by asking enthusiastically "Who do you know that needs to buy or sell real estate today?"

I told an associate about this once and he liked it but didn't do jumping jacks over it.  Then one day I went to lunch with this associate and a young friend of his named Joe.

After a few minutes at lunch I asked Joe how business was for him.  He responded by saying it was pretty good.  He then asked me how business was for me.  I responded by saying business was great for both buyers and sellers and there were some great opportunities for those looking to buy. 

I then leaned forward towards him and looked right into his eyes and asked "Who do you know that needs to buy or sell real estate today?"  Immediately Joe gave me the names of 3 people bang, bang, and bang.

My associate friend started to giggle and he said to Joe, "George was trying to prove a point to me and he sure did it!".

You see when we ask someone "Do you know anyone that needs to buy a house?" it gives them permission to say "No" just like we say "No thanks, were just looking" at the department store.

However, when we look at someone directly in the eye and enthusiastically ask "Who do you know who needs to buy or sell real estate?" They try to think of someone they know.  They do this because people genuinely want to help when asked this way.

Some other ideas are:

Sellers:

  • What did you like or dislike about your last real estate experience?
  • What is the most important thing to you when selling your home?

Buyers:

  • Did you notice the "Features" of this home?"  The extra insulation will reduce your utility bills. Walking distance to all schools is a real plus because it cuts down on transportation costs.
  • In other words, too many of us just show homes.  Superstar Ron Campbell of Albuquerque New Mexico is huge on selling features and benefits of a home.  This is important because first and foremost you are pointing out a feature that may have been overlooked and secondly, you are coming across as an informed and professional Realtor.

These type of words allow us to gain valuable information from our clients and also makes us look like a true real estate professional that cares about the client. 

 

Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes

Comment balloon 31 commentsGeorge Tallabas • November 24 2007 05:18PM

Comments

I saw Howard Brinton at the last CRS Sell-a-bration.  He is a great inspiration when it comes to raising your business to the next level.  These are all great tips.
Posted by Randy Prothero, Hawaii REALTOR, (808) 384-5645 (eXp Realty) over 11 years ago
Howard is great, I have heard him twice and is really a down to earth practical guy.
Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) over 11 years ago
Randy - Thank you buddy.  I flew to Los Angeles in 1997 to attend one of Howards week long class and it was awesome.  Have a great weekend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
Thank you so much for spelling out what SEO is.  I had to ask one blogger what it meant so I think is is nice that you told us right up front.  Good blog.
Posted by Barbara S. Duncan, GRI, e-PRO, Executive Broker, Searcy AR (RE/MAX Advantage) over 11 years ago
Missy - Very true my friend. I thoroughly enjoyed meeting him and spending a week in his class in 1997.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
Barabara - Thanks and have a great weekend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

George-

Your words and observations are right on target.  Although i do not believe it is appropriate to script our dialogues, we can do a better job with our thoughtful questions and professional sounding comments.  For example:

1. On the front end of a listing presentation the most important thing to do is first ask, "what are the three most important things that you would like me to cover in this presentation today?"

2. It is critical to make offers in person and not by fax.  It is amazing what can be learned by the other agent and or sellers when that is done.  Watching and listening will beat the fax machine everytime.

3. After carefully constructed words-- keep quiet-- another great time to learn.

 

 

Posted by douglas moore (Alain Pinel Realtors) over 11 years ago
George:

Great stuff as always.  Our words can either build up relationships or destroy them.  Also, it isn't what we say but how we say them.

Posted by Jessica Horton Jessica Horton Realty, Jessica Horton: I'm not #1... You Are! (Jessica Horton - Jessica Horton & Associates) over 11 years ago
Jessica - Very true my friend.  I hope all is well and I hope you are having a great weekend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

George ~

These are the same words, that my personal "real estate coach" has taught me to use.

They work really, really well...

Paula

Posted by Paula Paquin (Exit realty Optimum) over 11 years ago
Paula - Thanks for stopping by.  I hope all is well.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

George - ah the magical power of words!  I think Brian Buffini uses the same words as well.

The power of words - may we all use them to their fullest advantage!

Ann

Posted by Ann Cummings, Portsmouth NH Real Estate Preferrable Agent (RE/MAX Shoreline - NH and Maine) over 11 years ago
Have a great time... I plan to go in the future. Keep us posted.
Posted by Christina Williams. REALTOR® TN property search & local insights (First Realty Company) over 11 years ago

Ann - Thanks my friend.  Words are soooooo powerful.  Have a great weekend.

Christina - Onward and upward!

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

George - this is right on point.  If you've been saying the same thing for years and haven't gotten the desired results, then perhaps it's time to say the same thing....but in a different way.

Sometimes it's not what we say, but how we say it.

Thanks for another one of your wonderful posts. 

Posted by Carol Smith (Casmi Photography) over 11 years ago
Carol - Very true and thank you once again for your kind comments. I hope you are doing well.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
Hi George, Thank you for these tips. Words can make or break us for sure.  There have been nights when I keep saying to myself "why did I say that?"
Posted by Pat Laracy Baker, Pat Baker Dream Home Maker (Realty Executives Boston West) over 11 years ago
Pat - You are very welcome and thanks for sharing.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George, The words we use are very important and I purchased "The 100 Greatest Dialogues of Floyd Wickman" just so I could learn how to say things in the right way at the right time.  Of course, I bought the DVDs a year ago and haven't put one of them in my laptop yet!  Thanks to this post, I dug them out of my file drawer and put them on my desktop.  (I know, I know, I need to put them in my laptop!)
Posted by Gail Robinson, CRS, GRI, e-PRO Fairfield County, CT (William Raveis Real Estate) over 11 years ago
Good post.  This just goes to show that there are people out there watching out for this kind of thing, and this is always just one more tool to add to your belt.  It all works... as long as you are out talking to someone.
Posted by Aaron & Mindy Mills (Prudential CA Realty) over 11 years ago

Gail - Thanks and yes, words are so very important.

Aaron - Very true...have a great evening.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George, I like the phrasing where you steer clear of eliciting a "no." Very good!
Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) over 11 years ago
Gary - Thanks and it is nice hearing from you.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George, Great advice!  I have been taught to use that question but haven't yet tried it.  I guess I should use it!  Thanks!
Posted by Roberta LaRocca, REALTOR®, Broker, Salesperson, Property Management (Simply Vegas Real Estate) over 11 years ago
He is a down to earth and very practical guy ! We can all learn so much from him ! I have always asked question #2 but will start asking question #1 as well !
Posted by Melissa Grant, The Law of Attraction In Life & Business (A Serendipity World) over 11 years ago
Good information as always. How we say what we say is extremely important.
Posted by Kelly Sibilsky (Licensed Through Referral Connection, LTD.) over 11 years ago

Roberta - Good for you..."You go girl!"

Melissa - Keep at it my friend!

Kelly - Very, very true my friend. I hope all is well for you.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
I was one of Floyd Wickman's Sweathogs!  Still have his tapes and dialogues.  These new phrases are great.  Got to try one.  Will let you know how it goes.  Thanks for the reminders.
Posted by Kay Van Kampen, Realtor®, Springfield Mo Real Estate (RE/MAX Broker, RE/MAX) over 11 years ago
Kay - Thank you and I wish you well.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

Thanks so much for the tip!  I like that line...can't wait to use it!!!

Posted by Vickie Arcuri, South Florida Luxury Real Estate (ONE Sotheby's International Realty) over 11 years ago
Vickie - You are very welcome my friend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

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