From the course: Real Estate: Negotiating with Sellers
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Laughing with sellers and exchanging your I for we
From the course: Real Estate: Negotiating with Sellers
Laughing with sellers and exchanging your I for we
- [Instructor] Number two, laugh with the seller. Now, I know we say tell jokes that are appropriate and timed well, but don't mistake being a comedian with laughing with the seller. Your objective isn't to be a stand-up comedian. You're not Jay Leno. You're not a late-night show host. No, all you are is a good-natured person who's trying to let the seller know that you care about them, that they are in your mind as much as you are in your mind. As a result, if you see something humorous, tell a joke. Tell 'em a story about your life. Relax, laugh with them, be human. It builds trust in an amazingly powerful way and quickly it shows that you're relaxed and lets them relax. Number three, exchange "I" for "we". Remember, you're there to create a win-win scenario. This isn't about you, and it isn't just about them. It's the two of you working together to solve a common problem. Well, Jill, how can you and I help you…
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