If you are a real estate agent or lender, you know that procrastination and delay when working with clients & leads can hurt your business. This blog post is designed to help you overcome these issues and improve your opportunities and increase transactions. Here are a few tips and scripts on how to end procrastination and delay when working with clients and leads.
Magic words that remove resistance.
You may think that removing resistance is like overcoming objections, at By Referral Only we believe that the mindset that serves you best is to think of objections as simply being resistance. Resistance that doesn’t have to be overcome or surmounted, it just has to be moved out of the way so that the best decision can be made and the person can feel good about it.
Four Types of Resistance
Resistance comes in many different forms, but for our purposes today, we can think of resistance as being anything that adds to a home buyer or home seller’s hesitation, procrastination, delay, or even remorse.
Current Market Remorse
Both buyers and sellers, and for that matter, people who refinance a home, can experience a certain amount of buyers remorse. And what it means is that after a decision has been made, some doubt arises or a new way of thinking is introduced. Maybe there’s another person who comes to them, a family member, or a parent who says, “Wait, you’re going to do what? You did what?” And now all of a sudden, we have another person who is introducing doubt. And that a lot of times is where buyer’s remorse comes from.
Reframe Buyer’s Remorse Dialogue
“Maybe you’re feeling that way right now because the current situation really seems like a big deal today and maybe that’s the problem.
Just for the fun of it, imagine you and your family 20 years down the road.
You look back to this day when you had the opportunity to move into this house and start building equity.
Within this context, are today’s finances/problems the most important factor in making your decision to go for your (5-6-7)?”
The first frame is one that we’re going to say when someone is showing signs of delaying or hesitating because that delay and the hesitation is only something that’s happening right now.
We’re setting the stage for a change to occur sometime in the future.
You can substitute the words thinking or saying for feeling depending on the person and situation.
Applying TIME to Reframe The Situation
Most problems that we can’t solve in the present moment, we can usually solve some time in the future.
If someone’s a little concerned that they might be overpaying for a house in today’s market, well, what is the value of that home going to be in 20 years from now? Take them 10-20 years into the future …
”Imagine you and your family 20 years down the road. And you look back to this day when you had the opportunity to move into this house and start building equity.”
That’s a really wonderful suggestion and thought to place in their mind. You want them to look back to this day when they had the opportunity. We’re using the word had, which is going to potentially take this opportunity away from them if they don’t take action and they don’t make the right move.
If they don’t act they’re going to lose the chance.
When they tell you, “we really want to move into our new house before the new school year starts because we want our kids to start in the new school, on the first day of school.”
We say, “Within this context or today’s finances, the most important factor in your decision to making sure your kids get into the school district before the first day school starts”.
Apply time…get them thinking about the future.
Pre-Frame and Remove Buyer’s Remorse Examples
Immediately after they sign a purchase agreement, look the client in the eye and say, “I’ve got this contract here and I’ll rip it up right now if you want me to.”
“I know that you might talk to people who are going to say, ‘you bought a house, why did you do that?’ or ‘you should have waited’, or ‘real estate is not a good investment’.”
“It is likely that after today, you will encounter people who suggest that you made a poor decision.”
“If you don’t want to buy this home, I will tear up the contract right now.”
“I need to know that you want to buy this home and that you are sure you want to do it.”
“I don’t want you to come back to me later on, dissatisfied, because I count on your referrals and endorsement to family, friends and neighbors.”
When they insist that they want to buy, you erase remorse because you had them defend the decision they made, which deepens their commitment to what they are doing.
Also, if they change their mind after just a few suggestions you make now, you can count on them changing their mind when they talk to family, friends or neighbors.
So it is in yours and their best interest to discover if they really have made a clear decision by using the “Remorse Remover Script.”
Example: When they say: “Maybe we should wait.”
You say: “..maybe you’re feeling that way right now because the current situation really does seem like a big deal today. And maybe that’s the problem. For just a minute, imagine you and your family 10, 15 years down the road, and you look back to this day when you had the opportunity to buy this house and move in and start building equity in today’s dollars. And I’m wondering within this context, are today’s problems really the most important factor in making sure that your kids start the school year in the new school on the first day?”… And now it’s up to them.
Now they’ve got to decide and you have done your job. Your job is not to change their mind. Your job is to give them all of their options so they can make the right decision for them.
By understanding how people’s brains work, we can help them overcome objections and resistance. We can also help remove buyer’s remorse by pre-framing and reframing the sale in a way that removes some of the fear or hesitation they may feel (while also ending client procrastination and delay). The best part is that you don’t need to be a neuroscience expert to use these techniques. This is just one small example of how our team at By Referral Only is here to help you increase your sales using cognitive science-based principles. So what are you waiting for?
Are you ready for more?
Your words are powerful. Learn how to craft them in ways to get the action you desire. Want to dive deeper into mastering your language skills and enjoy more of Coach Dan’s Magic Words
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