Episode Details

There Are No Magic Words: Better Messaging Starts With Better Questions

On Growth Notes, Frazier addresses the common question “What do I say?” from agents, clients, leads, and prospects, arguing there are no magic words or perfect scripts and that chasing them is a fool’s errand. He cites former FBI hostage negotiator Chris Voss, who relies on a method rather than a script, starting with listening to understand what the other person feels, fears, wants, and protects so the right words follow naturally. Frazier says loan officers often miss this by sending generic updates and rate emails, and urges messaging that focuses on what the recipient wants to hear. He recommends pausing before writing, asking what the person is experiencing and needs, then crafting a human, relevant message that builds real connection and drives business growth.