Skip to main content

The 3 Magic Phrases in Sales That Managers Often Forget


Leading Teams with the Right Words...

When you are coaching your team especially in the real estate industry it is important to remember the Cycle of Resistance. Blaming, personal attacks, telling someone that they are wrong will never serve you. The first time the team member is blamed will be the time the Cycle of Resistance starts.

It is ironic that Real Estate Sales Managers and Property Managers are often promoted to their position because of their ability to lease or sell homes, yet their skills of influence and overcoming objections don’t often promote with them. Managers seem to forget about the sale they need to make right in front of them. 

This sale is to their team.

In a professional since I like to use the terms “barriers and objections” interchangeably, in place of calling them “your team’s excuses”. What would you tell a customer if you were trying to close a sale? What would you say when they say to you, “I don’t have enough time to do XYZ to buy.”

There are three magic phrases in sales that you can utilize to help you overcome, some of the most, challenging team issues.

  1.  I understand and
  2.  Feel, Felt, Found
  3. Tell me more, That’s what I admire about you, Can you help me with that?
They work like this...

You receive the objection…. I don’t like working with XYZ

  1. I understand and - I understand and you bringing the situation to my attention, lets me know you care. I like that you recognize the challenge in your abilities to work with XYZ, that means that you are growing and gaining new skills. Skills that one day will be promotable. This project is important to the company, what specifically are you going to do differently to overcome your challenge?
  2. Feel, Felt, Found – Ms. Employee I appreciate how you feel about working with XYZ. Many of your team members, at first, felt the same way you do right now. What they found out is that our organization doesn’t hire extraordinary Realtors, we hire extraordinary people and turn them into extraordinary Realtors.
  3. Tell me more, That’s what I admire about you, Can you help me with that? – Ms. Employee tell me more. (They will say something like “They are mean, rude, they don’t communicate well”.) Then you say… “That’s what I admire about you. You communicate well. You have a great attitude; you are very nice. Can you help me by being that way with XYZ.”


Don’t forget the art of and science of persuasion and influence. These skills are ones that helped get you to your position. According to Patricia Fripp (Expert speaking coach) life is a small series of sales situations. As a manager lets embrace of skills and help our team overcome their barriers to success! 

============================================================
Nathan is the Senior Property Manager for Affinity Property Group a numbers driven Property management firm in St. Charles, Missouri. Nathan holds an MBA with an emphasis in accounting from Keller Graduate School of Management and a B.A in Nonprofit Management from Lindenwood University. In addition to his degrees, he holds a Missouri real estate license and a National Apartment Leasing Professional (NALP) certification. He is currently a member of SCORE which is a nonprofit organization that serves to mentor start-up and growing businesses. Lastly, Nathan wrote the book Leadership Coaching as a Strategy for Employee Development and has been a guest speaker and facilitator at national conferences on the topics of leadership. 

Enroll in a Coaching Program Now! You can be coached to be a top performing manager and get results! If you are struggling to get results, help is here for you. If you are facing team challenges just email bush.nathan.nb@gmail.com and you can receive 1 and 1/2 hours of free coaching.

  • Improved performance
  • Improved energy
  • Improved results
  • Improved profit



Just email your questions to: bush.nathan.nb@gmail.com Enroll Right Now!

Comments

Popular posts from this blog

5 Baby Steps For Real Estate Agents to Attract Clients!

There is beauty in Real Estate. Specifically, because the population is growing. In Real Estate you can receive a steady income that you can accurately predict and rely on, unlike typical sales roles. To attract the best clients and make the top dollars you have to start with focusing on becoming a top-producing Real Estate Agent. There are a number of books and references on selling but not much available on the topic of attracting a Real Estate clientele. In Real Estate the skill of persuasion is one you must develop. To get started there are 5 baby steps that you must take to begin a career. 1. Read books on influence, persuasion, marketing, and asset management 2. Write down and affirm your success, “I am closing 35 homes per year” 3. Find an agent with a lot of listings you connect with 4. Find a mentor to show you the way 5. Associate with others who are currently successful in Real Estate Getting your Real Estate License can be the better avenue when starting in real estate.

The 3 Biggest Misconceptions About Horizontal Leadership in Real Estate

What is Not Leadership Often leaders learn from books, podcasts, and blogs written by leaders who sell leadership trainings, books, or courses and it can kind of get boring. It can be hard to sift through the information on leadership and find things you didn't already know.  This is where inspiration is hard to come by. So to help you we have created a post of what leadership is not. There are three words often associated with leadership that actually are misconceptions of Horizontal Leadership and those three words are authority, followers, and servant.  The Big Misconception #1: Leaders have to have authority to lead. Authority is defined as the power or right to give orders, make decisions & enforce obedience. Leaders lead with the influence of their actions, they do not force actions with authority. They are role models, examples. When you study leaders, you want to model their actions and be able to get similar results. Management is all about control. To control you nee

3 of the Hottest Marketing Technology Trends That Will Shape Your 2020 Efforts In Real Estate

Have you ever heard of Silicon Valley? Likely you have. Did you know that Silicon Valley is constantly trying to innovate the real estate industry? Technology continues to push the envelope and transform the direction of the profession every year. In 2020 several marketing trends are revolutionizing the real estate profession and most follow the sociological trends from recent years.”Today, people’s attention spans are short and the way they like to consume content has also changed. This is why content formats like Stories have become popular. They are short, engaging, and addictive in a way that people can spend hours scrolling through one Story after another (N.A, 2019).” The many marketing trends of 2019 continue to evolve into 2020 with technology tools designed to improve the customer’s experience. One-Click: Think Amazon! Amazon knows that people want instant one-click to purchase. In fact, “When we write the history of electronic commerce, the 1-Click patent … allowed Ama