Having a firm grasp on language patterns will help you close more creative real estate investing deals.
Did you know you can change the way you ask questions to change the answers you get?
Assumptive language patterns assume the outcome of what you are asking will make you a better creative real estate investors and get you more useful answers from motivated sellers.
For example, if you are doing creative real estate deal with a bank, consider these two different ways to move forward.
Read both sentences and see which one you believe to be more assumptive:
“Hi, my name is Bob. And I was wondering, do you do short sales?”
Or this version?
“Hi, my name is Bob. I am working on a short sale for the property located at 123 Elm St. The loan number is #34777. Where should I fax my short sale package, so that you can go ahead and get this deal approved?”
In the second case, you assume the bank is going to say “yes” to your short sale, instead of hoping to learn they short sell at all.
Examine another example of assumptive language patterns you can use when speaking to motivated sellers:
“Are you ready to sign the contract so we can get going, or do you want to think about it for a few days?”
“After speaking with me this evening, obviously you are ready to get started. Sign the contract, so I can get you what you want in the time you need it. Won’t that be great?”
Homeowners in distress want to know exactly what to do. In order to help them, it’s critical you instruct them what to do clearly and authoritatively.
Motivated sellers need you to take over and help them make decisions.
Consequently, if you come across as weak or insincere, they will have no confidence in you. The more assertive you are, the better they feel about working with you.
Here’s another example assumptive language patterns:
“Unless you feel motivated, you’ll never decide to work with me, which means your situation will continue to get worse and more painful. And that’s not what you want, is it? Imagine how great it will feel to sleep again without the stress of foreclosure looming over your head. Let’s do the right thing and sign these papers, so we can get started, okay?”
Great sales people assume the positive result about everything.
Every time you have the opportunity to speak with a bank or distressed homeowner, use strong language patterns. As you become more comfortable with these new language patterns, your sales will increase.
People and professionals prefer to work with experienced investors. Distressed homeowners like to work with someone they feel can truly help them. Because many homeowners are skeptical to begin with, if you can give them a sense of comfort, you’ll win them over every time.
Many creative real estate investors worry that if they begin using stronger language patterns that homeowners will know or feel that they are being pushed. This is a valid concern. However, it’s likely you were not aware of these language patterns before reading this blogpost.
You’re not alone. The average person has no concept of language patterns and will never notice them being said.
Here’s a self-test.
As you drive in your car the next few days, listen to the radio ads. Because radio does not have the luxury of being visual, it must use language patterns to attract customers. Now that you are aware of it, you’ll notice that every ad has assumptive language patterns
To improve your language skills, start by asking every question in a way that will produce a positive outcome.
Old way: “Are you ready to sign the deed?”
New way: “Obviously, you are ready to sign the deed, aren’t you?”
Old way: “Can I see the property?”
New way: “Naturally, for me to help you I’ll need to see the property. Would tomorrow be a good day or would you prefer to pick now which is later in the week?”