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?