Last week I was talking about how you should be a thermostat, not a thermometer.
Reframing the conversation with your seller is super powerful. And preframing the conversation can actually make reframing even easier. It’s topics like this that I love to dive deep on with my students in my Probate Renegade coaching group.
Like I said last week, sometimes your seller comes to the conversation with a bad attitude because of something that is not only beyond your control, but often beyond your immediate knowledge.
The only way to reframe the conversation is to first find out what’s going on in their life that’s putting them in this negative state.
One time I met with a crabby seller who I later found out had just gotten back from a trip to the dentist that had gone horribly wrong. The dentist was hands deep in her mouth drilling out a cavity when the power for the whole block shut off. The dentist spent the next 3 hours shooting her up with Lidocaine to keep the horrible pain at bay until he could finish.
Going to the dentist is bad enough – even when everything goes right. Who wouldn’t be a bit crabby after experiencing that turn of events.
A couple of softly probing questions and a dash of empathy changed the entire conversation.
Being able to help someone make a 180 degree turn like that not only changes the immediate conversation, it helps you form a bond with the seller.
Everyone else can have their “We Buy Houses For Cash” offers. I’m busy creating relationships.
Committed to your success,
Ernie “Scared Of The Dentist” Vargas | The Probate Fox