The Property Unleashed Podcast

What To Say To Get The Deals

• Mark Fitzgerald • Episode 321

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Due to high demand, we’re bringing this one back!

This throwback episode is a fan favourite and one of the most downloaded from The Property Unleashed Podcast archives.

Persuasion isn't just a business skill—it's the foundation of wealth creation in property entrepreneurship. When you can effectively communicate your vision, build genuine rapport, and influence others ethically, deals materialize that benefit everyone involved.

Today's episode dives deep into the psychology of persuasion that's transformed countless property deals. We explore why listening is more powerful than speaking, how authentic passion transfers energy to potential partners, and why the best communicators know exactly when to stop talking. Remember: two ears, one mouth—use them in that proportion!

Drawing inspiration from masters like Dale Carnegie and Steve Jobs, we break down practical techniques you can implement immediately. Learn how to create natural-sounding scripts, tell compelling stories that sell, and avoid common communication pitfalls that sabotage deals. The most valuable tip? "Don't sell past close." When you recognize someone's ready to move forward, change the subject (I personally start talking about the weather) instead of continuing to pile on information that might create doubt.

These aren't just theoretical concepts—they're battle-tested strategies I've refined through years of property deals and business leadership. Whether you're negotiating with vendors, pitching to investors, or building your team, mastering influential communication will elevate every aspect of your property journey. Practice these techniques daily, even in casual interactions, and watch your confidence and closing rates transform!

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Speaker 1:

Welcome to the Property Unleashed podcast, a show about property entrepreneurship and personal development. This show is designed to give you the foundations and building blocks to move forward on your journey and live a more inspired life. Hello and a warm welcome to the Property Unleashed podcast. It is with great pleasure I am coming to you today on your journey that I hope will inspire and drive you on to a better future. If this is your first time listening, then thank you for joining us and if you are a subscriber, then welcome back.

Speaker 1:

The way the podcast has been received so far astounds me. Every time I have a little look at the reviews and mark my word. Guys, I do check out the reviews, I look at what people are saying to me and, if I can work out who it is, I do reach out to them as well to see if there's any way I can help and support them. So it's greatly appreciated all those reviews that have been left so far. So thank you for that. As I have always said, I like to help others, so if you have any questions or you think I can help you in any way, please feel free to reach out to us. We have the Property Unleashed Facebook group which you can come and join the community there, which we're also looking to grow, and I can also answer any questions you may have if you want to DM me on Instagram or any platform like that.

Speaker 1:

I also just thought I'd add while the title says, says property, a lot of people have been saying well, you're not talking that much about property. But for me it's all a journey and it's about getting your mindset right. Once you get your mindset right and how you're going to move forward, then you can achieve anything, as I've always said. But also then the property side comes into it. The business side comes after getting yourself right. Once you are 100% the vision that you want to be yourself and you're moving forward in the vision that you want to be yourself and you're moving forward in the opportunities that you're putting in front of yourself, then the property or whatever business or line you're getting into will make you ready for those damn days that are really difficult and hard to get through. So once your mindset's right and you're ready to attack everything, you're ready to rock and roll. So I've just been trying over the last few episodes to give you a few little tips and tricks that I use and make sure that you're ready for this journey and that you're inspired to move forward. I've also been talking to a few people in the background and we're going to be looking at getting some fantastic guests to come on and also not just talk about property, although of course, they will be talking about property, but also talking about their journeys. You know their trials, their tribulations, how they've got to where they've got to, how it feels when they were, you know, in their darkest moments, in their happiest, joyful moments, and really give you guys something that you can take away, that's tangible, that you can learn from and that can inspire you to move forward. And that's what we're all about here Motivation, inspiration, but also the truth and the facts. So, with that being said, I thought I would share with you some great tips I have picked up on the best ways to talk to people and make deals happen.

Speaker 1:

In property. It helps to be able to talk to people and build up rapport. If you are new to this or a little introverted, then this can help you feel more confident and powerful in the approach to meeting new people. This is a skill to learn and practice whenever you get the chance, as you can take it into any avenue in your life. If you cannot persuade people, you will not be able to build up wealth. It has to work for both parties when you're doing a deal, and I strongly believe in that, but sometimes people just need that edge to get the deal over the line. We all need to stand out in business in some way or another, but we also need to make sure it's in the right way and it's done the right way for you. We need to do so and show people how you can help them and persuade people, how they can use your service and want to buy from you. Now, this could be a vendor selling a property to you. It could be doing a rent to rent deal or a PLO purchase lease option. You could be even, you know, have somebody buying a property off you that you want to do the deal with, or just a product or a service anything really. This is the key to getting deals, and everyone can learn this and get better over time. So what have I learned from different people and books? Firstly, I think we need to consistently be practicing these skills and be aware if you're getting better at this or not. See how others are reacting to you Also, be aware of other things that you can do as well.

Speaker 1:

People that are average at this may think that they already have these skills because they're never improving them or working on them, but trust me, it's something you need to keep doing over and over again. You can talk to people, but if you go into situations like this, you can easily talk yourself out of a deal by talking too much. You have two ears and one mouth, as they say, for a reason. Negotiations like this you can easily talk yourself out of a deal by talking too much. You have two ears and one mouth, as they say, for a reason, so make sure you listen twice as much as you talk. Remember you are never as good as you think you are and you can always get better. Always look to improve and work on each sector. By doing this, you'll be great at speaking on one-to-one level and also in groups. Build up this power of negotiation and influence in all areas so you have a complete package. Don't be pushy with people. Be natural, be yourself, but help people make the right decisions.

Speaker 1:

A great book to read on this is one well, it's quite an old one, actually and it's how to Win Friends and Influence People by Dale Carnegie. It's a very old book and a lot of the stories, of course, are set back in the olden days, but the way it's written it's still relevant now and a lot of the stories you can take and you can incorporate into your day-to-day life at present. I always find that one of the greatest ways to influence people in a good way is to have great passion about your cause and your mission. If you believe in what you're offering, that will show and rub off on others. The greatest people have always had passion for their causes. Steve Jobs was brilliant at this. Jobs recruited one of the best CEOs in the world in John Scully, who was CEO of Pepsi at the time. Jobs managed to persuade him to leave Pepsi and join Apple when Apple was not even that big. But with passion and persistence, scully took the risk and joined Apple. He believed in the vision and the passion that he saw in jobs and he knew that together with that passion and belief, they could grow a powerhouse, which is exactly what they did.

Speaker 1:

Energy and passion in the right doses will show. You have to have that belief in yourself and your business. Next, you need to be repetitious and have your pictures roll off your tongue. You need to be able to repeat what you're doing and why it helps, with conviction and passion. Don't think you have to say new things to new people. The best leaders say old things to new people over and over again. Influence is like energy it's getting people to feel about your company or deals like it's their mission too.

Speaker 1:

I get fired up when I talk about this subject because it is so important. I made my own scripts when I was starting out in property that I still use to this day, and they do exactly what they say they're going to do. I used to use them as pointers when I met people or had calls, until really you don't need them anymore because you're memorising everything. You need to learn things like this and make them your own. So use scripts, look at other people's and the way that they do things, make notes of things, read it, re-read it, memorise it, put it somewhere where you can see it every day so it becomes instilled in your head, and make it so that it has energy coming from you. We all work in different ways, so take what works and don't change it, but put your own style on it. I have worked on mine for ages until I found a really good fit Again.

Speaker 1:

Transfer the energy and believe in what you are selling and offering. If you truly believe in your offering, that belief will rub off onto the customers or the people that you're talking to. You need to be out there doing it and using it, practicing what you believe in and what you will get people interested in. It's the energy they are feeling coming off you. That is big enough to build that dream and trust that these people will also feel. The key to moving people is being a great communicator. So practice this with your family and friends. Make it natural, but still have that belief in the product so it all comes across naturally and flows. When you're doing it, think about how I can make this better. You know, how can I sell a vision, how can I improve on this? Who am I selling this vision to and what is their life? That will all help in my customer's experience.

Speaker 1:

A great little tip here is to look at making it into a story to help you remember it all and pick key facts. To tell Stories, sell, give it all emotion and then the facts. Be honest in your approach and always look to solve the problem that is at hand. That helps others and you in turn, will be able to help yourself. I have helped a lot of people with this in business when I have managed big teams and in property with people looking to make deals. So trust me, it works.

Speaker 1:

Another great tip is less is more. Say it quicker and sell it faster. Don't tell them everything. You need to leave a little to the imagination. Give them the sizzle, not the steak, as I was once told. The longer we are in business, we want to tell everybody everything, but don't do that. Just say enough and shut up.

Speaker 1:

A great saying is Don't sell past close. You need to work on this, ie don't keep talking. Once the customer has decided to do the deal, once they are happy, change the subject and leave them feeling happy in their decision. For me, a voice goes off in my head and I say to myself Mark, stop talking and start talking about the weather. That is when I know the deal has been done and I need to change the subject. So if I start talking about the weather, you know I think I've won you over. Okay, a quick few tips to run down to help you on this Read the books and listen to people you admire who have built big businesses, and make notes on the bits you like.

Speaker 1:

Model and modify, so you're not copying people. Take what you like from them and put your own spin on it. Be yourself and make it your own. To be fair, the extent you can sell this and make people believe in you is the extent and size of the company you can grow. The best leaders always transfer their skills into others. Your clients and your staff will also see this too.

Speaker 1:

Big key is repetition and role play. Just don't say the words. Feel the words. Give off the energy, because it will be infectious to others around you. Don't talk at people. Look to work with them. You have to practice this. You have to look in the mirror and see what you look like as well. Do you believe yourself? Are you looking at the mirror with conviction? And when you say certain things, do you look down or away from yourself? If you catch yourself doing this in practice, you can make that change. When you do it for the real, this will build your confidence.

Speaker 1:

I can be overconfident and not shut up at times. I know that, but like with anything in life, it's just repetition and practice. As I said before, we have two ears and one mouth. For a reason Listen more than you speak, but when you do speak, speak with energy and passion. If I have lots of meetings or viewings in a day, I know I will sleep well that night because I'll be using up all my energy in the conversations and the meetings that I have. And because I know this, I also know that I will get fatigue. So as the day goes on, I go quiet between meetings. I save my energy for the next meeting, like a top athlete would If he was going to run 100 meters, or a Formula One driver before a race. They are calm, composed, but inside they are deeply confident that they will be going out there and achieving their best.

Speaker 1:

Top tips are persuasion is key. Transfer the energy, feed your beliefs, be repetitious and listen to your customers. Things to not do Never, never, never be late. Turn up a few minutes earlier and relax and stay calm. Always smile as soon as you see that person, whether it's a shopkeeper, the local postman or woman. Practice this with everyone. People will relax around you if they see you smile. So the next time you're walking down the street, smile at the person walking past you, whether they do or not, it doesn't matter, it's all good practice.

Speaker 1:

Don't read directly from a script. If you have one, use bullet points to make sure that you don't miss what you're supposed to be saying, but do not read directly from a script. It will show. This one is massive. Never correct yourself. Just keep going. If you're in a flow of conversation and you get it wrong, just keep going. Nine times out of ten they're not actually listening to every word you're saying anyway, so they probably won't even notice if you just carry on.

Speaker 1:

If you've fluffed your lines, keep going and get the words out that you need to say, rather than going back and saying, oh, that's wrong, oh, I shouldn't have said that, just keep going, keep the flow, keep the conversation interesting and, lastly, think out the subject of what they will be interested in. Never overthink what they will ask you or what they will say. We have no control over how other people think and what they may say. We can control what we know and how we react, but it's never wrong to say I will find out and I will get back to you. If you need to, you can just say that's my colleague that sorts out that area or department. Let me get straight back to you on that and make sure you do get back to me once you've got the facts. But never be shy to say I'm not 100% sure. So I'll make sure that I find out the correct answer for you and guys, that's a wrap.

Speaker 1:

When you're chatting to landlords, customers, when you're chatting to business associates, enjoy it. Enjoy it, have energy, have fire in your belly, enjoy what you're doing, get out there, change your life. If I could ask a favor of you as well if you've taken value from this episode, if you could share it with anybody you think would benefit from the information that we've covered, that would be great. Also, if you'd be kind enough to take a minute and leave a five star review, I would be truly grateful of that as well. Don't forget if you need help with this or anything else, you can reach out to me. I shall put all details in the show notes of how you can do so. I also offer a little bit of one to one coaching and guidance. So if you think that would be of benefit to you, drop me a message and we'll see how I can help you.

Speaker 1:

As always, take care and bye. For now. Thank you for listening, guys. I hope you've enjoyed this episode. Please subscribe and share the podcast with others, and if you could take a minute to leave the show a review, that would really mean a lot to me as well. Lastly, why not head over to the property unleashed facebook group, and if you do, I'll see you there? Take care and make sure you keep focusing on your vision. Bye for now.