Utilizing Models and Drawings in Real Estate Negotiations
There are times when we try so hard to elucidate a process but the only way to do it through drawings and models. It’s good to have drawings and models to help people understand. There are a lot of people who see through pictures, so it’s okay to utilize pictures or drawings.
It is a must that you find the quickest way to make people get what you mean as quickly. Take an airplane as an example. No one really understands how an airplane works but people get it – an airplane takes of, flies and lands. So whatever you do, you must ensure that people get what you mean, and you don’t have to try to make them understand it. So, whenever people come up to you and say they want to understand how something works, just ask them, “Do you want to understand the benefits and how that works and how you get there or do you want to know all of the technicalities?” After all, this is what people are trying to understand. Whenever people tell you, “I don’t understand it, I want to understand it”, ask them if they have ever been on an airplane and let them explain how an airplane, and unsurprisingly – they won’t be able to explain the technicalities.
Then ask them what they think is important to know about flying an airplane. Do they think it’s important that get to their destination safely and that it allows them to do what they want to do whenever they want. Obviously, they just know what the airplane does and not about the control panels and parts. That is why, it’s good to utilize models or drawings so you visually elucidate a process for people to get.
Take this example. Let’s say you draw a house and then you ask people, “What’s that?” and they will respond, “A house”. Take note that you just don’t draw a house and say, “That’s a house” because no one will believe you. Work on the foundation that the average adult intelligence is about 12 or 13 years of age right the way around the western world. So, draw a house and perceptibly it is a house, but you ask “What’s that?” After that, they’ll tell you that they know it is a house. By doing so, you are also bringing them into the negotiation.
Next, you draw a circle around the house and ask, “What’s that?” They’ll tell you it’s a circle around the house and say okay. Then draw another circle around the house and say, “Okay, so we have the first circle which is the loan you have with the bank and the second circle is the loan I have with you.” That’s how you are going to explain a wrap around mortgage or a terms contract.
Indeed, models or drawings are effective tools in explaining concepts to people and so a lot of people can really get it!
For more information please visit rickotton.com
Processing your request, Please wait....
