Joe Stumpf’s Magic Words Dialogues For Realtors And Lenders

It’s likely you’ve heard a seller say, “Another agent said they’d list it higher.”

Unfortunately, in our industry there are agents who, desperate to get the listing, agree to a seller’s pie-in-the-sky price knowing full well that the market will beat the seller down until they’re forced to lower their price.

Fortunately, in our industry there are many more agents like you, who have the expertise and integrity to price a house based on what the market is doing, not on what the seller wants to get for their home.

When you advise the potential client of your recommended listing price and they say, “Another agent said they’d list it higher,” use the Two of Clubs dialogue from my Magic Words That Remove Resistance. Watch this video from my Magic Words Dojo to see how this language positions you as an agent of integrity, and the one who is best equipped to help the seller make their dreams come true:

Magic Words
I know you want the highest price, but isn’t selecting the best agent more important than listing with the agent who will just tell you what you want to hear? (Client name), I'm here because I want to make your dreams come true. Isn’t it more important to know you chose an agent who can consult, negotiate, organize and handle the marketing of your home, rather than some agent who tells you the price you want to hear? Experience shows a common mistake people make is to overprice their home with the agent who is the least competent to attain that price.

When people ask “How’s the market?” what they’re really asking is, “How is my market?” They’re not interested in how many homes you’re selling or how many loans you did this month.

So instead of saying the market is “slow” or “not bad” or “picking up,” use the Ace of Spades dialogue from my  Magic Words That Get Referrals.  This language helps you begin a relationship by leading with a giving hand, and offering to send valuable, free information specific to their market.  What an easy way to add a potential client to your database!

Watch this video from my Magic Words Dojo, master the language, and use it when someone asks, "How's the market?"  You'll become the go-to person when they, or someone they know, has a real estate or mortgage need.

Realtor Magic Words:  How's The Market?

Experience shows, it all depends where you live.  I would love to do some research for you and send you an email that will tell you what homes are for sale now, what homes have sold recently and how long homes are taking to sell in your neighborhood.  So you can feel secure in the knowledge that you have the most accurate information.  This timely information will tell you right away how your market is right now!  I imagine that information would be of value to you, would it not?

Lender Magic Words:  How's The Market?

Experience shows, it all depends on what the interest rate is doing at a given moment.  (Optional: And if there are government programs that affect you.)  I would love to do some research for you and send you an email that will tell you about some of the loans that are available now for both purchasing and refinancing.  So you can feel secure in the knowledge that you have the most accurate information.  This timely information will tell you right away how your market is right now!  I imagine that information would be of value to you, would it not?

When you ask “Why?” you are demanding the back-story that will fully explain “why” things are as they are.

The real problem is you’ll answer “why” questions with a story of why things are that way, whether they are really like that or not!

You may notice you’ll make up an answer based on your current opinion because that’s what a “why” question forces you to do.

“Why” makes you justify!

“Why don’t I get any calls on my info-box flyers?”

“Why am I not getting referrals?”

Do you want to know which Magic Word is a more useful word for most of us, most of the time?

The Magic Word is “What.”

As in, “What can I do to make my info-box flyer program really work well?”

Or, “What can I say and do to create more referrals?”

Again, two different words from two different outlooks.

“Why” invites you to accept whatever the stated reality is, and then demands that you make up a good story that explains it. It seems like a waste of time, unless you enjoy making up stories about unimportant stuff. “Why” makes you look back into your past, looking for blame.

On the other hand, “What” is an action word. It looks to the future. “What can I do to get what I want?”

Or, “What can I do to become more referable?”

Good questions

And it guides you in a direction of action.

And actions are what get results in life.

What can you do this week to experience the highest version of yourself?
 

When you ask a client to accept an offer that’s any amount less than what they want, it’s highly probable that they’ll resist your advice.

When they do, use my 10 of Diamonds dialogue from the Magic Words That Negotiate Agreement to help them future-pace their decision.

“Future-pace” means they go out into the future and see what the implications of that decision – today – are going to be three months from today.

The easiest way to help your client future-pace is to tell a story, and I’ve written the story for you. I call it the “Train In The Station” metaphor

This video training from my Magic Words Dojo will help your clients decide which train they want to get on – and get you a closed transaction.

What does it mean to “lean”?

My dictionary’s definition of “lean” includes:
• To incline the weight of the body so as to be supported
• To rely for assistance or support
• To exert pressure
• To bend or slant away from the vertical

We all do it. We lean on others – family, friends, even strangers – when an extraordinary situation happens that is beyond our personal strength or capability. In that context, leaning is most likely what gets us beyond the extraordinary situation.

But “leaning” can be habit forming. It can become a crutch and prevent you from achieving your potential.

Did you know you can tell when a person is addicted to leaning? It’s apparent in their behavior and language. When you’re leaning, your words and actions communicate that you need something, and you expect others to give it to you.

For example, when you say, “I am always available to help anyone you refer to me,” you’re leaning. This choice of words subconsciously communicates a desperate need for business, a lack of clear boundaries, and it sets you up for failure.

And think about it: Is the statement true? Are you always available? Will you work with anyone – no matter what?

You can see that your choice of words is powerful and critical to your success.

This doesn’t mean you can’t communicate your interest in receiving referrals and expanding your business – you can. What’s important is recognizing that there is a difference between communicating neutrally about what you want and leaning on others.

Instead of the statement “I am always available to help anyone you refer to me,” try these Magic Words to communicates neutrally rather than leaning:

“I don’t know if I can help your friends or family members. However, when you do choose to recommend my services, I’d be delighted to meet with them, ask a few questions, listen to their answers, and if I’m not the right consultant to serve them, then I’ll let them know immediately.”

There is an obvious difference between the agent who leans and the professional who stands up straight in his communication – lean-free.

You can feel the difference.

How often do you sit in an open house and hear visitors say, “I’m just looking”?

When visitors say “I’m just looking” do you:

Nod and smile or,
Turn those “just lookers” into buyers?

How do you turn “just lookers” into buyers?

By asking thought-provoking questions and discovering their heart’s desire.

The more you know about their heart’s desire, the better positioned you’ll be to help them get it.

Here are the thought-provoking questions:

1. What happens when you imagine owning a new home?
2. What is important about buying a house to you?
3. What would (their answer) give you that you don’t already have?
4. When you say (their answer) could you give me more specifics?

This is video training from my Magic Words Dojo on the King of Diamonds dialogue in the Magic Words That Remove Resistance. Watch it now for my coaching on using these questions to turn that "just looker" into a buyer.

Today I’m sharing the Seven of Hearts in my Magic Words That Get Referrals dialogues.

When you watch the video you may notice that I’m using the word introducing instead of referring, and help instead of service or advice.

I’m doing this because it’s easier for a person to imagine introducing you than it is referring you, and help means they need you to solve a problem, which is much more powerful to them than service or advice .

Use this dialogue at the end of your Initial Consultation and throughout the transaction to remind clients that you are their friend in the business, and they can feel comfortable introducing you to the people they care about.

Magic Words

“Isn’t nice to know you now have a friend in the business who you can feel comfortable introducing to your family, friends and neighbors for the real estate or mortgage help they need?”

Does your client know that you are their friend? Share your thoughts below.