Are you using MANIPULATION or COMMUNICATION?

By
Real Estate Agent with Relocating To Baton Rouge & Surrounding Areas

 "Manipulation- to control or play upon by artful, unfair, or insidious means especially to one's own advantage" Being in sales, manipulation comes to mind. I can think of all the countless items I have bought due to manipulation. I was manipulated and I knew that I was being manipulated. Some sales trainers point out that most communication we engage in every day is manipulative, because we are trying to get someone else to think or do something we are advocating. Even though we are is the field of sales, I disagree that all sales are manipulation. I feel as if negative ulterior motives come with manipulation. While I do believe many use manipulation as their sales tactics, I believe that you can get just as much business without it, if not more. Manipulation usually spawns from a hungry, blood thirsty agent. Some might think it's the way to do business and others find it hard to sleep at night when using it.

Are you using manipulation?  
*You use high pressure tactics
*You do not present all the facts
*You use false emotions
*You are dishonest
*You use brainwashing tactics.
*You are fraudulent.
*You make your clients feel guilty.
*You break your clients will.
*You prey on your clients weaknesses.

 

If you find yourself doing some of these things, you need to do a self-check. Real Estate should be about communication and not manipulation. When communicating with your client you need to be very cautious of your tone, spoken language, facial expressions, body language and non verbal cues. To avoid manipulation, always make sure that you have your clients best interest in mind. This will steer you away from even thinking about being manipulative. Yes, sometimes times are tough and the market might be slow but you should never resort to being manipulative. Communicate with your clients about their wants and needs and work accordingly. The moment you start to put your needs first is when the manipulation bug will bite you. Learn how to communicate and just say no to the word manipulate.    



Are you using communication?
*Be honest
*Respect client's confidentiality
*Correlate information between you and client
*Be aware of all verbal and non verbal cues you are sending.
*Put your client first.
*Return all calls & e-mails in a timely manner.

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Rainmaker
134,415
Paul Francis
Francis Real Estate Group - Las Vegas, NV
Las Vegas Real Estate - Summerlin Homes - 702.592.
It's always a good time to buy real estate :)
Mar 15, 2008 06:34 PM #1
Ambassador
1,591,721
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Manipulation is just plain wrong. Good communication skills, like the ones you listed Lindsay, I think are in short supply. Being a great communicator will get you far in life.
Mar 15, 2008 06:48 PM #2
Rainmaker
747,215
Chuck Carstensen
RE/MAX Results - Elk River, MN
Minnesota Real Estate Expert
Good post!  Real Estate is too big of a purchase to manipulate.
Mar 15, 2008 06:57 PM #3
Rainer
32,350
Linda Futral
Newnan, GA
Great post and something that has been on my mind a lot lately.
Mar 15, 2008 06:59 PM #4
Rainmaker
155,173
DeAndrea "Dee Dee" Jones
Home Buyers Marketing II, Inc. - Manassas Park, VA
The Northern VA Real Estate Lady
I would not say I manipulate, that implies trying to deceive.  But I would say  maybe motivate and persuade at times-point out value and pros vs cons.
Mar 15, 2008 07:01 PM #5
Rainer
62,255
Ellie Viray
Podley Properties - Pasadena, CA
Realtor, GRI
Lindsay - I recently was told if I am working to convince a buyer.  WRONG, WRONG, WRONG.  You never convince your clients.  Good communication is a key. Thanks for the post.
Mar 15, 2008 08:16 PM #6
Rainmaker
60,048
Tina Farinas
Better Homes Realty - Gold Rush - Roseville, CA
REALTOR, ABR, GRI, SFR, CHS, e-PRO
I believe in communicating what needs to be communicated in an honest way.
Mar 16, 2008 01:31 AM #7
Rainmaker
80,066
Meg Zoller
Keller Williams - Houston, TX
Houston Fine Homes
Lindsay - Selling definitely should not be manipulating!  People need to feel comfortable with their decisions.  Giving them the knowledge and education so they can make a good, solid comfortable decision on what they plan to purchase is the goal.
Mar 16, 2008 03:52 AM #8
Rainer
213,041
Doreen McPherson
Homesmart ~ Scottsdale ~ Tempe - Tempe, AZ
Phoenix Arizona Real Estate ~
Excellent advice Lindsay.  This applies to all sales people.  
Mar 17, 2008 10:15 AM #9
Rainer
208,490
Bob Cumiskey
A1 Connection Realty, Inc. - Sun City Center, FL
US Army Retired, Your Sun City Center, Florida ~ Realtor

Good morning Lindsay,

Great post!

To manipulate is to mis-lead one. We have built our reputation on Honesty and Integrity. We communicate what needs to be conveyed in a straight forward manner. It has and will continue to establish us in the community and marketplace.

Have a great day!

Bob

Mar 17, 2008 10:51 AM #10
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Rainmaker
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Lindsay Pendleton

Marketing Agent - Property Management in Baton Rouge
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