Real Estate Sales Communication

Good real estate sales communication does not have to be as complicated as “Neuro-linguistic programming”, or NLP. Many of you who have heard of NLP might be fascinated with how it sounds and what it does, while also intimidated by learning this communications and sales technique. And while it is a big part of efficient communications in sales whether you practice it knowingly, or have perfected it “unknowingly”, it is heralded as the science behind closing deals.

NLP as the Great Real Estate Sales Communications Tool?

NLP is a concept borrowed from behavioral studies and it shows the ways in which verbal and nonverbal communication are interpreted in the brain. The key to closing more real estate deals is effective communication with the brain of the seller or buyer, and arguably NLP is a great method to use.

The conscious mind as well as the subconscious is influenced by everything that a person sees, smells, hears, touches and tastes. And while every persons mind works differently, NLP studies show that they all work with a preference toward three types of stimulation: visual, auditory or kinesthetic.

If during a real estate sales presentation, you learn:

* your client is more visual, than auditory or kinesthetic, your presentation should cater to that type of person with lots of pictures and graphs.

* If the client is more auditory, you should concentrate on thoughtful answers to his or her questions, as they crave conversation and solid verbal answers or cues.

* If the person is kinesthetic, then relating information to their personal feelings and sensations becomes key.

It is essential early in your presentation to find out which type of person you are dealing with in order to communicate effectively. Additionally, it is important to always have a presentation delivery that will cater to each of the three visual, auditory, and kinesthetic.

There is nothing wrong with applying all three during a presentation, and allowing the seller / buyers behavioral cues to guide you to which real estate sales communication takes the lead.

The Genius of it All is to Watch for Key Cues in a Person’s Behavior

Characteristics that are as simple as the speed of a person’s speech or the movement of a person’s eyes will reveal what kind of information they prefer. Don’t be put off by a person’s slower pattern of speaking, that’s a cue. Don’t use that as an opportunity to dominate the conversation and fill that silence with your voice. Understanding these cues, and how to communicate back is key.

With a little practice and training, it is easy to determine if a person is visual, auditory or kinesthetic.

Can you imagine having “THE EDGE” in a real estate negotiation before you’ve even spoken a single word?

That’s exactly what using the basic concepts behind NLP style communication will do for you. Even if NLP sounds like a spooky science, your best competition, dominating sales agents and investors in your market are likely using it to their advantage.

In your local market where real estate agents and investors are everywhere, and deal structure is the dominant learning guide, having a distinct set of communication training and skills will put you in front of the pack. The more you practice focused communications in your daily interactions, the more comfortable you will be with recognizing and adapting your communication style to behavior cues. Learning that fundamental NLP communication technique will skyrocket your real estate sales.

Communication is Everything in the Real Estate Business

  • Effective communicators close more deals. That’s a fact, plain and simple.
  • Avoid communication breakdowns. Don’t try to communicate with a prospect in a manner that is confusing, or over their head. No one likes a “fast-talking” salesman, no matter how desperate they may be.
  • Save time and build confidence. Clients will learn to trust you more from the beginning of the sales process.
  • Understand your clients more. Learning more about your prospects / clients needs will give you the advantage in future real estate sales communications.
  • Speaking the language. Speak the language of your client, and reduce hit and miss sales presentations.

Imagine the benefits you’ll gain after you discover the best ways to explain facts and figures to different types of behavior cues.

Learn how to read people more effectively, deliver as promise, and quickly develop a reputation as the “go to” real estate investor in your community.

Building Real Estate Lead Magnets

What-is-a-lead-magnet-and-7-examples7  New Ways to Have a Flood of Real Estate Leads Cram Your Inbox Using Lead Magnets

1. Real Estate Investor Lead Sites has created a website lead generation opportunity for real estate investors.

Lead websites are created with one thing in mind…  GENERATE as many leads as possible for your real estate investing business.  Leads are the lifeblood of any real estate business.  Without leads, there is no way to START the sales process.  Without sales, there is no way to profit. [Read more…]

Investor Ad Words That Sell

investor ad words that sell

It’s exciting to be a real estate investor in today’s market. By all intents and purposes, the economy is making a recovery, houses are selling, and money is being made. Now is the time to really understand how to create profitable investor ads, using words that sell, so that you are always prepared to keep your lead funnel filled.

Finding Deals in Any Economy

Whether you are selling a house, or attracting buyers, there are ad words that make your audience listen, raise their hand and ask for the deal.

For example, real estate investor ad words that sell include:

  • Beautiful
  • Curb Appeal
  • Landscaping
  • Granite
  • Gourmet
  • Golf
  • Move In Condition
  • Must See

If you’ve just gotten control of a home, fixed up a home, or are selling a home as an agent, using the above words will increase your chances of making the sale.

In fact, a study conducted by Paul Anglin, a Professor and Real Estate Economist at the University of Guelph in Ontario Canada led a study in two counties in Ontario to learn how the use of ad phrasing on sales prices affected “time on market”.

The results showed that some common words had a hugely positive impact on selling, and shortened the time to sell. The high performing word out of the bunch was “beautiful”. This same study showed that using the word beautiful scored an additional 5% in the resulting sales price.

Let’s look at this using some numbers…

If you are selling a newly rehabbed homes and in some homes you use the word “beautiful” in your ad, and in others you do not, the houses with the word beautiful in the ad will sell faster and result in an additional 5% in the sales price. If you are selling that home for $300,000, that could easily mean an additional $15,000 in your pocket.

When writing your next ad for your local newspaper, yellow letter, or Facebook, consider using the investor ad power words to boost your sales.

If you ONLY want to stick to power words that boost your sale, jump on over to this post to learn more about ad words that can crash and burn your ad attractiveness.

Get In On The Buying Frenzy

home_sold The market is getting tighter and homes are selling fast. As a real estate investor, this is the perfect time for you to get back in the action. Never left, then it’s time to double down on your selling efforts.

Note the trends outlined here is for the Atlanta market and based on early 2015 data. Also, these assumptions are pulled together using the multiple listing services and are largely based on sales via real estate agent efforts.

Look into the specific trends for your area.

How Does The Real Estate Market Look?

As of April 2015, homes are selling faster, which suggests a very tight market. The economy appears to be in a recovery period, and there are more and more buyers in the market.

Homes on average are on the market for less than 70 days, and while this is slightly UP from the same time last year, the trends on the charts continue downward which indicates the days on the market will go down even further throughout the summer months.

It’s also important to mention that these numbers are based on single family detached residential homes.

What does that mean for the real estate investor?

This can mean less distressed property. If your overall game plan was short selling, as an investor, you may need to come up with other ways to get control of properties and sell them as the short sale market dries up.

Buy and hold strategies may make more sense for your portfolio of holdings. Why? Because, the average price homes are selling are also going up.

Average Sales Price – Residential Detached

home sale prices go up The average home sales price for a single family detached residence is over $270,000, and this is up from the same time last year where the average home sales price teetered around $260,000.

Market Update: What conclusion can be made from the two? While average homes are on the market 70 days, and going down, the average home sales price is going up. People are willing to pay more homes now, and feel a bit more comfortable with their economic status and likely feel comfortable with it over the next 5-7 years.

As an investor, what’s best for your portfolio? Buy and hold, fix and flip, something else?

These statistics are lagging, which means they are slightly behind whatever is trending right this very minute, however, when you look at the numbers, there is a clear correlation with home sales going up, prices going up and time on market going down.

As a lagging indicator, that can still be good news for the investor, as banks are still holding on to property in inventory that they would like to sell, and upside down homeowners are still eager to get out a home that is sinking their bank account.

All of this is good news for the investor.

To Your Success!
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Tish Henderson

Uncommon Investor Wisdom #1

Goal_SettingWhile It May Be Wise To Change Your Plans, It’s Never Wise To Change Solid Goals

Today’s post comes from some time I spent with a real estate investor yesterday.  She and I were both working on building a new home for a family, and we began a short conversation.

See this investor had been out of the real estate investing game for a while, and she was thinking about getting back in, but was concerned about the market, money, and managing her dreams and goals.

Once I learned about some of her concerns, our conversation became a heart-felt pow-wow.  When I got home, I thought some of my readers could benefit from the discussion.  What’s written below, is a summary of our conversation while including other things we did not touch on.

6 Helpful Tips Concerning Your Dreams and Goals

1. INVEST one hour to write down the goals that matter to you for your life.  If you would like to become wealthy, how much money do you want to make and when?  How are you going to make that money? Are you buying and selling 15 houses a year?  Investing in notes?

Is there a strong love for this line of work?  Wealth is the overall goal, and real estate is the vehicle.

The goal for wealth should not stand alone.  Why do you want to be wealthy?  Is it because you would feel like a better parent, want to provide your wife with a particular lifestyle, or how about you are escaping the sins of your past where you were always broke and you don’t wan that for your family?  What is your underlying reason for this goal?

Write the vision, and make it plain

2. Are you stuck?  In the past, have you been someone that is not able to stick to ideas or see things through?  If that is the case, you should identify this as a weakness and a potential stumbling block to pursuing your goals.  Fight this off if you become confused, concerned, or start changing your mind.

Changing your mind, self-doubt happens to most of us.  Very few people land on a talent and pursue it from birth.  Most normal people change their minds several times before landing.

As an uncommon investor, you have to recognize this stumbling block, and bust it down, jump over it, or run around it, BUT you must keep going.

That doesn’t mean you should pursue failing deals with the big idea of turning it around.  What this means is you should be quick to make up your mind and slow to change it, and when you get stuck…

work like crazy to make the dream work.

3. DO NOT DEPEND ON OTHERS to understand your dreams and goals a reality.  Particularly in real estate, your biggest nay-sayers will be family and friends.  They don’t get it.  Don’t try to explain complicated deal structures or convince them that you can make a go at it.  Do what you know is right in your heart.

You need others to make the deal work like buyers and sellers, bankers and others, but that’s different.

Sometimes people mean well and they think they are protecting you from making the wrong decision.  Life is too short to allow others to discourage you and walk you away from your goals.  You may need to sever ties with people who don’t understand and especially those who are negative.

Trying to get others to understand your dreams and goals means you are unsure.  If you are unsure, then you should get sure.  Once you are sure, you don’t need others to understand, you just WANT (not need) them to support.

You do not need a committee of people “who get it”, so that you can pursue it.

4. Don’t make life changing decisions based on emotions.  Emotions are temporary feelings and is the single biggest reason people make poor decisions.  Some investors make buying decisions based on the sellers situation and wanting to save them, only to find out the decision to purchase has now transferred the sellers poor situation onto them.

It doesn’t matter how great the house is, how nice the sellers are, if you can not see that house fulfilling your dreams and goals financially, you should reconsider making the offer.

…your emotions CAN’T be trusted, don’t give them over to your dreams and goals.

5. GET DISCOURAGED if your plans “don’t” change.  You read that right.  Your plans should change, but your goal should not.  If your goal is to become wealthy, happy, married, etc., then your goal should never change.

The method (plans) by which you obtain those goals might change, but the goal should not.

Your present feelings, tactics, and methods may no longer be valuable.  For that reason don’t get stuck trying to pursue a goal of wealth with the same out-dated plans.  In fact, plans should be reviewed frequently for it’s effectiveness.  Everything in life should be tracked, tweaked, and then turned up.

New experiences, strategies and opportunities are always coming.  Stay connected to these things so that you can make the adjustment quickly and ride the wave of success toward that goal.

You can de-clutter your journey to your goals by being aware of the necessary changes that keeps you moving forward.

Your plans changed, but your goals should not

While It May Be Wise To Change Your Plans, It’s Never Wise To Change Solid Goals.  This is one of the secrets to becoming an uncommon investor.

To Your Success!
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Tish Henderson