Joe Stumpf’s Magic Words Dialogues For Realtors And Lenders

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.

When you use the Four of Clubs from the Magic Words That Negotiate Agreements, you help your client “go into the future,” experience the emotions of their decision, and then come back and ask themselves, “Do I like the way that feels?” When they like the way it feels, they’ll be eager to move forward in their buying, selling, or borrowing process.

Watch this video for my coaching, master the dialogue below – for buyers, sellers or borrowers – and bring your transactions to a successful conclusion. By “successful” I mean you create value for your client, and you collect a commission check.

How To Accelerate Their Decision – Buyers

So let’s say you don’t accept this counteroffer of $_______.

Now, because you say you’ve found your dream home, I’m wondering is continuing to look at houses like we have for the past ______ days going to get you your (5-6-7)?

I’m curious, in 90 days if we are sitting here because you’ve lost your dream home, will you say to yourself, “I should have accepted that counteroffer of $________?”

How To Accelerate Their Decision – Sellers

So let’s say you don’t accept this offer for $_______.

Is keeping it on the market at $_______ like we have for the past ______ days going to get you your (5-6-7)?

I’m curious, in 90 days if we are sitting here and we don’t get a better offer, will you say to yourself, “I should have accepted $________?”

How To Accelerate Their Decision – Borrowers

So let’s say you don’t accept this rate of _______.

Is waiting for the rate to go down like we have for the past ______ days going to get you your (5-6-7)?

I’m curious, in 90 days if we are sitting here and the rate is the same or perhaps higher, will you say to yourself, “I should have accepted that rate of ________?”

(Can you see how this dialogue will help you bring more transactions to a successful conclusion?  Share your thoughts below.)

The last time you emailed information to a prospect, did they turn into a client? Or did they get lost in the piles of paperwork, and end up working with some other Realtor or Lender? 

When a prospect suggests you email or mail information to them, use the 10 of Clubs dialogue from the Magic Words That Remove Resistance to let them know that the step they’re considering is far too important for an email – it deserves your (and their) full attention.

"Just email (or mail) me the information."

Magic Words

"I appreciate that you trust me to give you such important information. And a typical real estate salesperson would probably just shoot you the email then move on. As you may or may not know, the choices you make today will impact you for many years to come. You deserve more than my email because you deserve 20 minutes to sit down with a trusted advisor who will ask critical questions, listen vigilantly, and craft a strategic plan for you. You deserve my full attention. Let’s look at our schedules and set a 20-minute consultation now, shall we?"

Can you see how this dialogue will turn that prospect into an appointment? Share your thoughts below. 

Have you given your clients specific instructions on how they can introduce you to the people they care about?

Offering your clients a simple three-step process will make it easier for them to introduce you to the people they care about. This may be one of the most important communications that you can have with your client base.

My Magic Words That Get Referrals make it easy for your clients to remember, and refer:

Magic Words – Seven of Clubs

Here are the three simple steps to follow the next time you’re in a conversation with someone who mentions they are considering buying or selling a home or getting a loan:

Step 1: Take out your cell phone.
Step 2: Look up my phone number (555-555-5555).
Step 3: Call me immediately.

When we talk, you can tell me what you think would be the best way to get into a conversation with the person you want to introduce me to.

Watch the video below for my coaching on giving your clients referral instructions:

Is your number in your clients’ cell phones? Share your reply below.

When a buyer makes an offer on one of your listings, what you say when presenting the offer makes a critical difference. Here’s the language I teach in the Eight of Clubs in my Magic Words That Negotiate Agreements:

Imagine the seller’s name is Johnson and the buyer’s name is Miller.

What most agents say to their seller is, “Mr. and Mrs. Johnson, the Miller family has made an offer to purchase your home.”

The word “offer” triggers an automatic response: counteroffer.

A much more powerful approach is this: “Mr. and Mrs. Johnson, the Millers have agreed to buy your home.”

(The words “have agreed to buy” mean “The Millers now own your house because they have a binding contract.”)

“If you choose to counter the Millers then you have agreed to buy your home back from the Millers for whatever amount of money you want to counteroffer.”

The words “have agreed to buy” carry an implied conclusion.

The words “have made an offer” carry an implied beginning.

Which do you choose – conclusion or beginning? Share your thoughts below.