Can you think of anything more powerful than the ability to persuade?
Think of what you could accomplish if you could get anyone to respond to you with the word: “YES”.
Imagine if you could:
- Find all the buyers you need
- Close deals with one phone call
- Hire the best help, for the best price
- Snag all the best properties in your market
- Sell all of your properties at lightning-fast speed
- Get access to more than enough capital to fund ALL of your future investment projects
If you could tap into this kind of super-human persuasive power – you would be unstoppable.
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There Actually Is A Science To It
…and it isn’t about “tricking” people into doing business with you. It’s a matter of figuring out what kind of undeniable value you bring to the table, and then helping people recognize that you have the solution to their problem.
Believe it or not – all 6 of these concepts can have a very direct impact on your real estate business. If doesn’t seem obvious to you – here are a few illustrations that may help you see it:
What can you do to lend a hand to the people in your network? Are there any ways you can help someone along the way? Think about the resources you have at your disposal – Knowledge? Time? Money? Expertise? I’m willing to bet that if you start getting generous with the people you need, there is a high likelihood that they’ll start returning the favor at some point in the future.
Whether you’re selling a house, commercial building, vacant lot or an industrial facility – there will ALWAYS be one-of-a-kind attributes that you can draw people’s attention to. No two properties are exactly alike. Think about what a buyer stands to lose if they don’t take advantage of the opportunity you’re offering. What kinds of features does your property have that aren’t available anywhere else in the neighborhood?
To be seen as an authority, you need to be credible. To be credible, you need to prove yourself. Show the world you mean business and give them verifiable evidence of your knowledge, experience, skills and results. If you can connect the dots and give your prospects plenty of valid reasons to legitimize what you’re saying – you will find the business you’re looking for.
If someone to tells you, “Yes, I want to buy property in this area, please let me know when you find one!” how difficult do you think it will be to “convince” them to buy a property that meets their criteria? When a person tells you their intentions, they are much more likely to follow through with those intentions when presented with the opportunity. This is why Buyers Lists are so powerful – simply remind them of what they’ve already told you and they’ll be prompted to act in accordance with their past behavior.
Just like Persuasion, there is a science to Likeability. Regardless of who you’re dealing with, it is vitally important to exercise things like friendliness, empathy, kindness, and compassion when you’re dealing with people. These things will make you likeable, and this can go a long way your ability to be persuasive. Check out the book The Likeability Factor: How To Boost Your L-Factor And Achieve Your Life’s Dreams by Tim Sanders for a more in-depth look at this concept.
Ever wonder why advertisers use testimonials for the products & services they’re trying to sell? It’s because they work. Think about it – has another person’s opinion ever played a role in the decisions you’ve made? Have you ever bought one product over another based on the customer reviews you’ve read online? Have you ever looked up a movie review before blowing $20 for tickets? We are all interested in what other people think – so use this to your advantage! Get testimonials and reference letters from the people you’ve done business with. This will solidify your credibility and give your business some serious legitimacy when you’re working with prospective buyers.
Photo Credit: andy in nyc