|On Wednesday, I told you about how knowing the local language helped me close a deal because I spoke the language of the locals. No, it wasn’t because I knew Spanish (which I do) or some other foreign language.|
Have you ever read the book The Five Love Languages by Gary Chapman? It’s a great book about how we communicate with each other differently and that by understanding how the other person communicates, which may be different than how we communicate, we can ultimately help each other get what we each want. Side note: A guest pastor at my church included in his sermon the five love languages this past Sunday so I guess it’s prophetic that I’m writing this email today.
My question for you is this: do you understand the love language of your inherited property real estate seller?
Back to my story from Wednesday about the property I got under contract by knowing his language. We both spoke English and so did every other competitor who tried to buy his house. But what I was able to do was something none of my competitors could do. I figured out and spoke my seller’s love language.
If you haven’t read the book, the five love languages are affirmation, acts of service, receiving gifts, quality time, and physical touch.
Now, these are really good to know in a marital relationship, but if you can transfer over at least a piece of this knowledge into the communication that we have with our seller it can go a long way.
If you are in a corporate or business setting you have to know how to speak the proper language in that environment.
How well you can adapt to your environment is crucial for your success. And when you are speaking with a homeowner it’s important to be able to speak to be understood.
There are certain values and certain triggers that some people have. And if you ask enough questions you will start to understand what those are in your seller.
Understanding their age and the era in which they were raised will also play a part. Basically, it comes down to this – you are the person who can best serve your seller and get them not only what they want, but what they need. To do that, you need to learn where they are coming from and speak to them in terms they will understand.
So how did I speak this seller’s language? I spent time with them listening to their life story. It’s amazing what you’ll learn when you keep your mouth closed so other people can talk. Contrary to what “ordinary” investors think, the price of the house is rarely their most important issue
In this case, it turned out that what was important to her was that her deceased mother’s belongings went to someone instead of just getting dumped in the trash. Of course, I took care of that for her. I also made sure that I spoke in vocabulary that she understood instead of trying to speak above her with fancy real estate terminology.
To your success,
Ernie “Speaking The Language” Vargas | The Probate Fox