YesTalk-246 - Powerful NLP Technique to Keep Prospects on the Phone

Welcome to Kevin Ward's Yes Talk for Realtors.

This is Kevin Ward. Whenever they answer the phone, you have seconds to get them engaged in a conversation to stay on the phone with you so that they will say yes to you. Hi there, it's Kevin Ward, the founder of yes Masters Real Estate Success training. Helping you get more yeses and more successes in your business and in your life. But how can you get more success if you can't get them to talk to you? If you can't get them to stay on the phone with you, and that's what this video is about, is one of the most powerful techniques that you can use to get prospects to engage with you in a conversation, to get them to stay on the phone with you, to stay in a conversation and for long enough that you can actually convert that lead into an appointment. Now let's just start with this. The number one most important skill for a real estate agent to, to lead for lead generation and lead conversion is this. It's your ability to communicate powerfully. It is communication skills, your ability to lead people to a decision. Your ability to use influence and persuasion in a way not just with what you say but how you say it. And in this video I'm going to talk about one strategy or one technique. It is a neuro linguistic programming technique or otherwise known as NLP called a downswing. Now if you want to learn more about it, you can get a copy of my book, my best selling book, the Book of Yes. You can go to the bookofyes.com get a free copy. You just pay shipping and handling and I'm going to send you this book and it's got a lot of not only in the book itself, but also it gives you access to some online training content that will take you deeper into NLP and communication techniques that will help you. Plus it's loaded up with great scripts. But in this video I really want to talk about just this one technique called a downswing. Now a downswing just means when you make, when you ask a question, you end your question with your tonality of your voice going down rather than the tonality of your voice going up. Here's how it sounds. I want the tonality of my voice to go down. No, it just went up, didn't it? So the tonality of my voice goes up or the tonality of what my voice goes down. I want it to go down. Why? Whenever we do a downswing with our tonality in our voice, it communicates certainty, it communicates confidence. And whenever you're on a conversation, on the phone, or in person, with a prospect or with a lead, what do you want to communicate? Do you want to communicate certainty and confidence? Or do you want to communicate uncertainty and a lack of confidence? And obviously, you want to communicate certainty. So you do that with the downswing. Now, there's three places that agents blow this over and over again. I did it when I was new, and as I've started, as I started coaching agents, training agents, I began to understand, you know what? The way we say it with a downswing is so much more powerful. Now, a downswing doesn't mean just that I end the sentence going down, because I can do that and my voice sounds boring. Now, this is called the downswing, but it doesn't sound powerful because I'm just ending by going down. So it's not just technically that your tonality goes down, but it just goes down in a way that communicates confidence. And there's again, three ways I'm going to share with you in this video to do it. Number one is you want to use a downswing when you ask their name or you ask if this is them. So I'm sitting here, my videographer, Corey, is here. So if I'm calling Corey and he's a prospect, there is an upswing and there's a downswing. I'm going to do the upswing first, and then I'm going to do the downswing. So the upswing would be, hi, is this Corey? Now that's an upswing. Hi, is this Corey? Here's a downswing. Hi, is this Corey? Hi, is this Corey? That's a downswing because I'm saying Corey. I'm not saying Corey whenever you ask the question. I'm asking if this is him on the phone. Hi, is this Corey? Now, it's clear I'm asking a question, but. But I'm also saying it with certainty. Hi, is this Corey? Communicates, I'm uncertain. Now, I get it when you're calling somebody and you're like, well, I'm not certain it's him. I don't know who this is. I'm calling them. I don't know if it's, you know, I'm not sure who it is, right? But I want to communicate that I'm certain, that I'm certain I'm talking to the right person. I'm certain about making this phone call. So I want to communicate certainty. I do that by saying, hi, is this Corey? Rather than going like, hi, is this Corey? You hear the difference? One Goes up, one goes down. Downswing communicates certainty. So that's the first place you want to use it whenever you ask their name. Okay. Second time you want to use it is when you announce your name. And this is crazy. What is your name? So right now, as you're listening to me watching this video, I just want you to say out loud your name. What is your name? And you just told me you just said out loud your name. And you probably said, like, if I was saying it, you just say Kevin Ward. Right? Now, is that an upswing or a downswing? It's a downswing. What is your name? Kevin Ward. Corey Ford. So whatever your name is, I say the name, and I say it with certainty. So I downswing. If I'm not sure on the name, I would say Corey Ford. I would say Kevin Ward. I go up at the end because I'm not sure. So that communicates uncertainty. Now, here's what's crazy, is how many agents do this. And you. And I guarantee you this 90% chance you do it, too. When you're prospecting, if you ever record yourself. Here's how I used to introduce myself on the phone, and here's how most agents do it. They'd say, I'd call up For Sale by owner, and I would say, hi, is this Corey? I go, upswing on the name, and they go, yeah, who is this? Hi, my name is Kevin Ward. I'm with Century 21. Now, I started with Century 21 as my brokerage when I started. So I'm just going with Century 21 here. So just play with me here. Hi, this is Kevin ward with century 21. That, my friends, is an upswing. When you should be down swinging, it is you communicating. I'm not sure who I am. I think I'm Kevin. I think this is century 21. I'm not sure. You're communicating a lack of certainty. You're communicating a lack of confidence by your tonality. Now, what's really happening subconsciously is you're saying, are you going to hang up to me? Hang up on me. Are you going to talk to me? Are you going to stay on the phone? And it's like, please don't hang up. We communicate with an upswing when we're uncertain. Now, just a little insight on the side here. Whenever somebody is not secure about what they're saying, when they don't believe what they're saying or they're not confident in what they are saying, they tend to go up at the end. That's how they communicate uncertainty. It's a subconscious little tell. So when I'm certain, I say, hi, this is Kevin with Century 21. Or if I go first and last name. Hi, this is Kevin ward with century 21. Hi, my name is Kevin Ward, the founder of yes Masters Real Estate Success Training. Now, how weird would it sound if I came on? I said, hi, this is Kevin Ward. I am the founder of yes Masters Real Estate Success Training. Like I think I am. I'm not sure I want to communicate certain to the downswing. So number one, when I ask their name, hi, is this Kevin? And they say, yep, this is Kevin. Who's this? Hi, my name is Kevin Ward. I don't say, hi, my name is Kevin Ward. Hi, my name is Kevin ward with Century 21. Kevin Ward, Century 21, ReMax, Keller Williams, whoever it is. But you communicate it with a downswing, not an upswing. And then number three is you always want to ask, use a downswing. Or when you're asking questions, hey, when you're asking just a straight up question, I still want to communicate certainty. So an example of the for sale by owner script. So when the house sells, where are you going next? Now I communicate next. It's a downswing. Where are you going next? I'm not saying, where are you going next? So when the house sells, where are you going next? That's an upswing. Communicates uncertainty, a lack of confidence. And what I want to communicate is, I don't know where they're moving next, but I'm confident in asking the question. This is the appropriate question for me to ask. I'm the appropriate person to ask it. I am the best decision you will ever make. I am the agent that you need. So when the house sells, where are you going next? Ask it with a downswing rather than with when it sells, where are you going next? Because it communicates confidence and certainty. And if they're going to hire you, if they're going to say yes to you, you, here's what they have to feel about you. They must feel confidence and certainty. Where are they going to get that feeling? They're going to get it from you. If you show up with a lack of confidence, if you communicate with a lack of certainty, guess what they're going to feel. A lack of certainty, a lack of confidence, Guess what you're going to get. When they have a lack of certainty and a lack of confidence. Yes, you're going to get no. But when they feel confident, when they hear your certainty, they hear your confidence, and it becomes almost irresistible for them to want to tell you yes. So if you have any questions about this. I know it's kind of crazy. This kind of intense training is high level. If you have any questions about it, please put them in the comments below. Where do you struggle most with your conversations? On the phone, in your scripts and in your conversation with prospects, leads and sellers? Put them in the comments below. If you like it, give the video a thumbs up. If you're new here, hope you'll subscribe to the channel for more great training to help you get more yes, subscribe without the BS.

Hey there, it's Kevin. I hope you enjoyed today's podcast. Are you tired of getting no after no when you're out there trying to get listings and trying to inspire sellers to say yes to you, then I'd like to invite you to download a free copy of my no BS listing presentation. This presentation will guide you through exactly what to say that will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical seller objections or the famous we need to sleep deep on it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation. To get a complimentary copy of my proven listing presentation, go to yes masters.com/forward/download. Again, that's yes masters.com forward/download to download your free copy today.

Sam.