Let Me Be Honest With You
Why do we fall back on this cliché in the first place? And now that we have, does that mean we haven’t been honest in other conversations? This is exactly what we call a “trigger word”—it can guide others along our intended thought or, if we’re not careful, lead them down a spiral of doubt and negativity.
If we tend to believe everything we say as honest, and we assume others do too, then who should be doing most of the talking—us or them? If we want them to be honest with us, we simply need to ask better questions—and then let them do the talking. From the images above, which couple do you think is more receptive, and which is more guarded in their discussion? This is where the communication modules in the We Buy Houses Learning School are essential!
You Might Think You Are A Good Talker, But...
Your ego is not your amigo. He (or she) who asks the questions leads the conversation. If you are constantly defending your position, you are likely losing the negotiation.
STOP!
We are entering a downturn in the market cycle. Offering home ownership when others around them have said
“No!” will not earn a red carpet.
“Good talker syndrome” will not serve you — their relatives, friends, colleagues, and even acquaintances will reinforce doubt.
There is a big difference between a
“good talker” and an
“effective communicator.” Often, you must resist the instinct to win the argument — because you can win the discussion and still lose the sale.
Just as Willy Loman did. ...Are You A Good Listener?
What I’m describing applies to every area of life — personally and professionally. It’s not about talking more; it’s about understanding more. Great listeners are often described as great conversationalists — because people feel heard.
Mary Kay taught a simple filter for ideas: “Is it easy? Does it work? Can I do it?”
Understand this clearly — you are NOT in the property business. You are in the business of people’s dreams and aspirations. Logic makes it make sense. Emotion makes it feel safe. Action only happens when both align. Suspicion is the locked door. Listening and asking good questions is the key.
Welcome to the We Buy Houses Learning School!
