5 ways to be more persuasive
05/09/2016 | Author: Editorial Staff
Persuasion is part of your job, whether you’re convincing a prospect to work with you or explaining a transaction issue to a less-than-understanding client. Successful persuasion is impossible, though, without the right foundation in your relationships. Here, John Ruszkiewicz, Ph.D., professor in the Department of Rhetoric and Writing at The University of Texas at Austin, explains the groundwork that will help you be more persuasive.
- Build a relationship of trust from the beginning. If clients regard you as honest, well-informed, and conscientious, they’ll be more inclined to listen when deals get complicated.
- Help clients, especially first-timers, appreciate exactly how buying and selling real estate differs from other transactions. Be honest with them: It’s not like shopping online.
- Adjust your approach to each client. Some will be savvy and knowledgeable, but most will need more support than they admit. Anticipate their questions and walk them through the legal and financial complications.
- Use language clients understand. Many buyers or sellers won’t recognize the terms and concepts you rely on daily. Clue them in and you’ll forestall many misunderstandings.
- Emphasize fairness in disputes. When a client has a problem, restate it as you understand it, and then—together—figure out what the core issue is, what’s at stake, and who can actually resolve the problem.
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