Episode Details

Estate agents are paid to talk — but sometimes the most powerful thing you can do is say absolutely nothing.

In this episode, I explain how strategically using silence can make you a better salesperson, improve your conversion rate and even increase the perceived value of the work you’re doing for your clients.

We look at why you should stop talking after asking for the instruction, how an awkward silence can encourage sellers and buyers to reveal more information, and why talking too much can actually cost you business.

I also explain how silence and timing can be used during offer negotiations to demonstrate the work you’ve done and make sellers appreciate the value you’re bringing to the transaction.

Whether you’re on a market appraisal, negotiating an offer or simply speaking to a potential client, knowing when to talk and when to shut up is one of the most underrated skills in estate agency.

Sometimes the most powerful thing you can say is nothing at all.

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