How Word Choice Impacts Your Client Relationships

Today, we're going to talk about the power of words. Your client reacts to the words you choose. I've noticed that our consumers are up-to-date on all of the techniques that agents usually use, and tend to be wary when they encounter these sales techniques.

If you go in too hard with a client, they tend to put up a fence. I like to come in through the back door. You actually tell the truth, the fence starts to come down, and you can begin a good relationship with your client.

I want you to think about the words you're using. For example, I was flying home and there was a woman trying to go to the restroom as the plane descended. A flight attendant was standing next to me, and of course, he had to tell the woman she couldn't use the restroom. When she asked, instead of just saying no, he said, "I'm sorry, ma'am. I just can't say yes to that."

Instead of coming off as harsh or condescending, he was able to state the facts and connect with her at the same time. Saying no just creates a wall. If you're ever in a situation where you have to say no, simply apologize for not being able to say yes!

If you have any questions about today's video, give me a call or send me an email. I look forward to hearing from you!

Boost Your Confidence in Prospecting Calls

Today I'd like to speak about how you can boost your confidence when making prospecting calls. You need to sound energetic and believable when you call your prospects, otherwise your chances of converting them will drop dramatically.

You want your voice to be commanding. One way to ensure that you sound good on the phone is to record your voice. It's not fun, but this is the best way to do this. Speak loudly, clearly, and project your enthusiasm!

Another tip I have is to stand up when you're doing your prospecting. I can't sit down and prospect, I just don't sound right. Get a standing desk, or just stand up and walk around when you speak to people.

Next, be sure to PROJECT your voice. When you're prospecting on the phone, your voice is the picture that they see of you. This is why you need to make it big, strong, and influential.