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There's a great book I'm gonna recommend to you called Influence by Robert Cialdini. In the book, he talks about the power of sales language. And how your language, when you're selling can have such a massive impact on your performance.

We tend to just wing it in this business. We tend not to know our lines. And we just kind of think that our sheer great personality is always gonna win the day. But that's a mistake. Just like any true professional, we should memorize some things in the real estate industry.

Not that everything's canned and everything's planned. But there are some things we need to memorize.

When you think about the highest paid professionals in any the industry—whether it's a doctor, whether it's an attorney, whether it's a CPA—do those three professions have to memorize some things in order to pass their bar exam and their accountants exams and all their other exams?

Absolutely. And you better hope that they do. Otherwise, they're gonna cost you thousands of dollars or it may cost you your life, right? So those people memorize things.

Sports and athletes. What do they do? They create muscle memory by throwing the same position on the field thousands and thousands of times. They then can do it on an automatic pilot and they get paid really well to do that.

This is the same for us.

We need to memorize things. We need to learn things. We need to learn the language of sales. I'm gonna give you one tiny little example of that right now.

In the book, he points this out:

When we use the word "like," (e.g. "Hey, would you like this? Would you like that? Would you like me to sign you up for a free market evaluation? Would you like me to sign you up for my free email newsletter? Would you like this or that?") 90% of the time people will say no to the words "would you like."

In other words...

"Would you like" gets a 90% negative response.

Flip this over and say, "would it be okay...?"

"Would it be okay if I add you to my little group of people, I send regular real estate information to? Hey, would it be okay if we set an appointment to maybe look at the property again in the next few days?"

"Would it be okay" statements get a 90% positive response.

That is the power and difference of sales language. This something we have to learn. We have to get better at our language.

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