How to Read Your Client's Mind by Kerry Johnson

Author:Kerry Johnson
Language: eng
Format: epub
Publisher: G&D Media
Published: 2019-03-05T16:00:00+00:00

I’ve Got a Secret

A related technique is called “moving closer,” otherwise known as “I’ve got a secret.”

Why do tend to believe things that we hear when we eavesdrop? You can imagine fourteen people at a swimming pool running off to make a million dollars on a hot tip they overheard some broker give to somebody else.

If you want someone’s attention, whisper. If you want somebody to listen, whisper. Isn’t that true?

Don’t go up to your client and say, “I want you to buy this house.” If you want to do something that will really have a lot of impact, walk up to your client and say, “We’ve been looking at this one property for about two weeks now, and I know you’ve been trying to make a decision about it, and we’ve been doing a lot of work on it. To tell you the truth, just between you and me, the guy is a little bit desperate, and I think you can probably get the property for about $30,000 below list.”

You think your client won’t pay attention to that? Of course he will. I have one manager down in Mission Viejo in Southern California. When he closes somebody, he does the same thing. He says, “I’ve been working with you for a long time. It’s $30,000 below market. I’ll write up an offer right now if you want to take it.”

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