When it comes to real estate prospecting, one of the biggest challenges for any agent is to keep the conversation moving in a positive direction. It’s...
When it comes to real estate prospecting, one of the biggest challenges for any agent is to keep the conversation moving in a positive direction. It’s not always easy to get the person on the other end of the phone, for example, to say yes to your request for a meeting. Or, to get a signature on a listing contract.Top real estate professionals often rely on the principles of neural-linguistic programming, or NLP. NLP helps us to consistently achieve desired outcomes by learning how to harness the language of the mind. Often referred to as the “study of human excellence,” NLP’s focus is on modifying another person’s thought process at a deep, unconscious level.Generally speaking, NLP can help you become more:
Ultimately, real estate NLP leverages the power of language to improve sales and communication skills so that real estate agents communicate more effectively. Today, we’ll cover the benefits of sales NLP scripts and some industry-specific NLP tips that can help ensure the conversation moves in the direction you want.
If you’re using your Espresso Agent scripts, you are, in effect, practicing NLP. That’s because the best real estate NLP scripts help us to frame discussions in a way that moves them toward our goal, which is about getting a positive response from the other person.Through real estate NLP, you can learn how to act on non-verbal cues to become a better listener, allowing you to build rapport and trust. With greater experience in this area, NLP lead generation can help you improve the flow of conversations, turning each into a positive interaction. Ironically, however, forward (i.e. yes)-oriented conversations don’t come naturally to most people. We often lead with questions or statements that prompt a prospect to lean toward NO. Here are a few common (and likely familiar) negative, conversation-opening habits we easily fall into:
Unfortunately, these openers often cause more harm than good and turn prospects off altogether. However, NLP real estate scripts can provide you with a guide to keep your thoughts in the right framework. With scripts enhanced with language processing, you can easily refocus the potential client’s mindset without sabotaging yourself with negative openers.
If you’re able to stay away from the aforementioned, negative-leaning traps, you’re off to a good start. Your Espresso scripts will guide you the rest of the way.But, what if your prospect confronts you with similar, negative sentiments, such as: “What is it with you people? I’ve already had a dozen calls this morning.”If a prospect leans in with something negative, you now have an opportunity to reframe the entire discussion by using the following process:
Use real estate NLP to avoid the common traps outlined above. Then, lean on your Espresso scripts to create a positive script, reframe the discussion, and guide the prospect to a desired outcome that will work for both of you.
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