Being a Real Estate "Chef" and becoming a great chef is imperative to getting more clients and closing more deals. Unfortunately many agents are Real Estate "cooks". 

The Difference Between the two in Real Estate is the same as in the kitchen. A Real Estate Cook follows recipes (scripts), where going off the recipe is limited and ineffective, when needed. They sound scripted. Often when they try to improvise because the "script" doesn't quite fit, they blunder.

A Real Estate "Chef" understands the ingredients and creates  a highly effective dialog of influence based on the "science" of influence and can pivot, create and avoid Objections. They do a tremendous business working smarter not harder. In fact, it's the main purpose of my Coaching practice, to create a Real Estate Master Chef.

The following are the list of the ingredients needed to be included in any dialog of influence along with  some tips.

1. Authority: use Recommend or Advise rather than I think or suggest.
2. Significance: Validate your client's smart decisions.  "Yes, I also love that home as well"
3. Social Proof (Herd Mentality). Use "What I typically recommend to my successful sellers is.." 
4. Commitment: Use small step Commitment 
   "Calling to continue our conversation vs. Calling to follow up" or Use "let's discuss putting together an offer vs let's put in an offer".
5. Scarcity (fear of loss). Use words such as "Gamble" or "I don't want you to lose out on this opportunity".

These are the building blocks of a Dialog of Influence.  It takes Commitment, learning and practice to become a Master Chef. Just like that TV show, "Master Chef", where they are given basic ingredients and have to create a dish without a recipe, the Real Estate Master Chef can do the same. 

Which one do you desire to be? A Master Real Estate Chef or a Real Estate Cook?

Think about that!!

G