The art of persuasion is a skill that has to be mastered by every real estate agent who is in their real estate training stage. But the question is, how? We see the best persuaders as people with a magic tongue, as if they were born with this so called “talent” but the truth is that is all bullsh*t.

In today’s blog , I will be telling you one of the greatest persuasion secrets of all time. It’s a tool that nearly EVERY real estate agent can successfully use towards their benefit in their real estate career.

The power of your voice, it is!

By this point, you must be asking yourself a wondrous amount of questions, but what must be uncovered is how to use certain tonal patterns to psychologically set yourself aside from the rest.

Through human nature we tend to follow patterns in our daily lives like getting out of bed, brushing your teeth, and even opening your car door. These unconscious acts are you doing tasks out of familiarization.

Now, the way we speak, different tones can be associated with different actions and power. People pay more when you change your normal speaking patterns to the ones that will set them apart from the rest.

This brings us to our first pattern:

The Brain Teaser

Your goal as a real estate persuader is to always have control of the situation but at the same time make your client feel as if they are in charge. This first tonal pattern is one to keep your clients feeling as if they are about to know some inside information.

The brain teaser is a tonal pattern in which you whisper your next phrase. Constantly keeping a high energy is great but to an extent. By whispering some parts of your sales pitch, or even during a real estate listing presentation, you will be able to set a sense of urgency while you start to get your clients more passionate about who they are working with.

During your real estate listing presentation you will be selling yourself. By doing so you will provide value as talked about in many of my previous blogs. Providing value is very important but explaining to your client how you are going to get the deal done for then is the second important thing; you can say it in a “mysterious” way to allow them to feel like they’re getting in on Facebook before Zuckerberg was in university.

The Sensible Pattern

When prospecting, you will be taking time from your clients day, rather it being 10 minutes or 30 seconds, either way people hate giving time. You must make them feel as if taking a little time out of their day is no deal at all.

But how do you do this?

Speak to them with a reasonable tone, you have to ask them instead of telling them. While approaching a potential client through real estate door knocking, before you even get them hooked with your enthusiastic passion for real estate, you must get time from their day.

You have to use a sensible tone to make them feel as if time is not a problem. Use phrases like, “Got a minute?” “Does that sound fair?”

No one wants to be labelled as a jerk, so asking with this specific tonal pattern will allow you to lower the chance of instant rejection.

https://www.youtube.com/watch?v=v1iG9LN0Wfk

The “I do care” and Certainty Tone

You always want your clients to feel like you do care about them from the moment you open your mouth. By doing so, you will create an unconscious connection as they will feel that you aren’t here for yourself but instead to benefit them.

Constantly, when building rapport you have to build a relationship with your client, but not through small talk, you can do so by genuinely asking them questions about investment plans. You will be able to apply the absolute certainty tone which is strong confidence about something you are certain about.

Leading from this caring tonal pattern to the absolute certainty one will allow your clients to put trust in you and what you are providing for them, thus making them your new future clients as well.

Conclusion

Words are powerful but they only make up about 7% of your communication. With a larger emphasis being on tonality (38%) and body language (55%) you will be able to influence and persuade your potential clients in all aspects of communication.

By mastering tonal patterns, you will notice that you are creating a special, powerful language that can help you persuade anyone in real estate.

If utilized to your advantage properly, these tonal patterns will guide you to make your real estate prospects and clients feel as if they have all the leverage when in reality you have the upper hand.