I have been studying NLP (Neuro-Linguistic Programming) which is an insight into how people think, behave, learn, and react. By knowing these insights, you can learn to get what you want from people or at least get their attention, make a connection, and win their favour. Although there is some debate around NLP, after studying it there certainly is a lot of good stuff in and around it.
So, what does this have to do with real estate? Well, there certainly are some tools that you can use to your advantage. It all starts with figuring out how people learn or process content.
There are 4 main thinking preferences
VISUAL – Visual clients respond well to charts graphs and images. What I like to do with this type of client is do a show-and-tell using these tools to get their attention and get them involved.
AUDITORY – Auditory clients prefer to have the content spoken to them and enjoy debates and discussions allowing them to talk things through.
READ & WRITE – This type of client responds well to receiving information in writing and prefers written notes to get their attention. These people could also prefer to be dealt with via email or snail mail.
KINESTHETICS – These are the more touchy-feely clients who prefer a more personal approach being more practical and tactical thinkers.
So, the big question is, how the hell do we know which clients prefer which method? There is a simple way to find out what learning preferences they have, all you need to do is listen to their language. Depending on the words and phrases they use, you will quickly be able to tell what their preferences are.
Learn new communication preferences
Here are some examples of what I am talking about:
VISUAL words & phrases – see, bright, vision, colour, shine, picture. I see what you mean, it appears, looking at, eye to eye, show me.
AUDITORY words & phrases – ring, hear, loud, noise, bang, ask, call, loud and clear, I hear you, makes them tick, in a manner of speaking.
KINESTHETIC words & phrases- touch, feel, warm, cold, push, hurt, hold on a second, grasp the idea, smooth operator.
The reality is, we cannot read people’s minds, but we can certainly take note and get to know them a little better in order to give them what they want, how they want it, when they want it, and in doing so get what we want.
While we are on the subject of learning preferences, at Real Estate Brilliance I have taken a lot of time and care in producing a program that consists of all the learning preferences because I too realise that everyone learns differently and for our clients to reach their full potential, we need to have a blended approach to learning to make sure we include everyone who wants improvement and to live a better life.
If you’re interested in the blended learning approach and discovering how to effectively communicate with your clients, make sure you register for my upcoming FREE half-day Real Estate Brilliance webinar.