To be a real estate investor and talk to people who’s about to sell their properties is to be confident in your words and actions. Let’s face it. No one would be interested in you if you talk like a boring salesman. No one would believe you if you seem so scripted and robotic. No one will listen to you if you feel small and unprepared.
This is why before getting there on that front door and ringing that doorbell, you have to be a master of your words and actions. Because if the first thing a person sees when he or she opens the door is a fumbling, slow, and soft spoken man or woman, they’ll be dubious when you state that you’re willing to help them with their property. Who would? Would you believe that a very unsure guy could possibly help you solve your problem with your property?
In approaching a possible client and taking hold of a deal, you must say the right words, say them right, and show them that you’re sure in everything you do and say! Communication is one of the main factors that will either give or deny you a great deal.
Let’s start with the first contact with the homeowner. Naturally, you shake hands as a sign of the start of a business relationship.
While it may only be a form of contact to some, it should be more than that. This is the first sign of contact, and you are conveying your confidence along with it.
Your handshake should be firm and sure! A firm handshake gives the homeowner the feeling that you’re ready and confident in helping him or her. A limp and loose handshake, however, shows that you’re not that enthusiastic about your job, that you are not confident. It also somehow shows that you’re not the type who’s in control of a situation.
Words, Body Language, and Tonality
Words, body language, and the tone will set off what can be a fruitful conversation… if you say and do things right, of course.
Being polite and respectful will give the homeowners the impression that you’re there to help them out. It would be offending to most people if you would just barge in and demand that they do business with you.
Words aren’t the only determining factors. People would say, “Actions speak louder than words.” Simply put, nobody would believe you when you say you’re sad when you’re laughing or when you say that you’re happy when you look downtrodden.
The tone of your voice also conveys to the homeowner if you have the confidence and if you’re in control. If you know what you’re about, then your way of speaking would be easy-going and smooth. If you’re unsure of what to say, the homeowner will get a hint of it by the way your tone is slightly rising or softening.
Combining these three elements will make up a confident air and composure in you. Employing only one or two of the three won’t really cut it. You need all three to make a good impression and make the homeowner remember you. After all, it’s not really what you say that they’ll remember. They’ll only remember how you made them feel. And if you carry on with your business with that determined and confident atmosphere, you will surely be remembered to be one who can be called on for the job!
Downswings VS Upswings
You might have noticed that some people, when asking a question, swings their tone upwards while others state it like a sentence or a request? What did you think of the two different approaches?
Consider this sentence and try to say it both downswing and upswing:
I can tell you the options you can take. Would you like to hear it?
Try to say it upswing. Listen and fathom how it would seem to you if you were the one it was addressed to. How did the speaker seem to you? It would seem that the speaker is unsure of how to proceed, right? The speaker placed handed control over to the one he or she was addressing. The upswing tone made it seem like the speaker was weak and was not sure of how to handle the situation.
Now try to say it downswing, like a simple request. Doesn’t it sound more confident to you when it was stated downswing? It made your statement sound firm and serious. It made you sound like you’re in control of the conversation even when you’re asking if the homeowner would like to hear it or not. Hearing this kind of tone, the answer would most likely be a “yes.”
There is a tool in the English language that you can use to reinforce and bring in the homeowners to a conversation that you control. These are tag phrases. Some example of tag phrases are as follows:
… don’t you?
… haven’t you?
… that’s what you want, isn’t it?
… won’t that be great?
As you can see, tag phrases are mostly masked as questions, but are phrases that are used to offer gentle reassurances to the listener. These tag phrases are used by many highly trained people that focus on bringing in the attention of the listener into the conversation. It also serves as a reinforcement to your offers and you will be able to be more assertive, confident, and in control.
Keep It Natural
Polishing your communication skills isn’t only about making a script, memorizing it, and practicing in front of the mirror. There is one thing more that’s important, and that is to keep things natural and easy-flowing.
Don’t try to sound so scripted. You could try practicing a few lines but you don’t have to sound like it when you’re in front of the homeowner. The more scripted you sound the more the homeowner will think that you’re not sincere about helping them. The results may not be good.
Being natural and friendlier, however, can help to make the results favorable to you. Making your first conversations with the homeowner simple, easy, and natural can lead to a fruitful conversation. The homeowner will be more willing to open up and be attentive to you when you sound more conversational.