The Top 10 Key Phrases for 2011

1. Next step—Always have a next step for your very best buyers, sellers, listing prospects, and advocates or past clients.

2. Track—Track results for all 20% activities both daily and weekly. Also, track the results of your next steps and continuously refine your strategies.

3. Take the Shot—With the economy and real estate industry showing signs of recovery, it is imperative that you prospect face to face, by phone, by mail, or by email.

4. Fact/Benefit—Every time you identify a fact to make a point with your buyers or sellers, also explain the benefit or impact that this fact has on them.

5. History, Snapshot, Future—The best arguments are developed by tracking the history of what has happened, taking a snapshot of how things are today, then projecting what the past and present mean for the future of the client. The past and present are two solid indicators of what to expect in the future.

6. What If—No one has a crystal ball, but it’s important to ask what if “something happened” as a way to protect you client’s interest.

7. Is It Possible—Another ideal question along with what if that will help you manage a client’s risk.

8. Hot Button—The single most important argument to craft when working with buyers and sellers has to do with the emotional benefit of their decision. Always ask if you were to buy (or sell) today, what would that mean to you?

9. Trusted Real Estate Advisor—Distance yourself from your competition by being more than just an agent or realtor. Become your client’s trusted real estate advisor. It’s not about trying to force your client to buy or sell, it’s about using logic to provide them with the best possible advice.

10.  Spaced Repetition—Stop looking for a magic bullet as the solution to all of your problems. It’s all about using spaced repetition and ISIT until you get what you want. You don’t lose until you give up, so don’t give up.