“What’d He Just Say?”

The Power of Vocabulary (Part 2)

We've already talked about how the words you use can influence your bank account (Friday, January 25^th). Well, today we're going to discuss how these same words can influence your home-buying prospects as well as your motivated sellers!

Remember our word list from last time? Three of the words in the "Instead of" column were 'budget', 'afford' and 'help'.

These are three of the most powerful words you NEVER want to say to a buyer or seller! Why? Let's look at the first two as they apply to buyers – budget and afford.

Home buyers for the most part are getting hammered each day by people telling them they aren't qualified for a loan. The Federal Reserve is making it harder to get loans and the criteria used for approval is changing almost daily!

Now, a buyer comes to see one of your properties...Think about the connotation that the word 'budget' has. After being told 'no' forever, don't you think that your buyer has their defenses up, are squeamish about even looking for a home to live in? But they need to live SOMEWHERE, and now you ask them about their budget? It's almost a dirty word!

So instead of: What's your budget for the monthly payment?" or "How much can you afford each month?"

Say: "What dollar amount are you looking to stay within for your monthly payment?"

See how it gives the buyer a different feeling? You want to work WITH them, and you want to be on THEIR SIDE. A simple statement that creates a common ground.

Next time we'll talk about the dirtiest 4 letter word in real estate – help.