The Property Unleashed Podcast

Property Deals Don't Die When You Know How to Talk

• Mark Fitzgerald • Episode 331

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Effective communication can make or break property investment deals, and mastering four key conversation techniques will help you build stronger relationships and achieve better results.

• Become an active listener by giving speakers your full attention and truly understanding their perspective
• Use appropriate facial expressions and non-verbal cues to show engagement
• Adjust your tonality based on the conversation to show empathy or excitement
• Pay attention to body language, avoiding crossed arms and maintaining eye contact
• Speak the language of your audience, avoiding industry jargon that might confuse
• Explain complex investment strategies in simple, benefit-focused terms
• Treat communication as a skill that improves with practice
• Apply these techniques to both property deals and personal relationships

Check out the new Property Education to Action community at educationtoaction.com or through the link in the show notes. This subscription-based community gives you access to property experts, comprehensive training resources, and weekly live sessions - all without expensive upsells.

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Speaker 1:

Four tips for having better conversations to help with your property investing. Hello and welcome to the Property Unleashed with me, your host, mark Fitzgerald. It's great to have you joining me here today. So we're going to cover four top tips to help you have better conversations, to help you get further, maybe, with your negotiations. If you're looking at doing your property deals and making sure that you are getting the results that you want, you see, I see a lot of times deals can fall over through lack of communication, through lack of not really over, through lack of communication, through lack of not really following these four top tips. So let's jump into them.

Speaker 1:

So, firstly, you want to be an active listener. This is something I've had to work on very, very hard. If you've listened to any other podcast episodes, you'll understand this. Two ears, one mouth for a very good reason. I have a very good habit of trying to say what I want to say, ask the questions that I want to say. I don't so much now, but I used to be like that. I was always thinking what's the next question to ask and I was never really listening. I wasn't listening actively, I was just waiting for somebody to finish so that I could start talking to them Now. This is very, very crucial, if you like, because you need to truly listen to others. Active listening goes beyond simply hearing words. It's all about giving the speaker or who you're having a conversation with, your full attention and trying to understand their perspective. Put away distractions and be present in the conversation, because it is so, so powerful when you're looking at negotiating deals or you're meeting somebody, let's say as well for the first time. So if you're going in there and you're talking to agents or you're talking to vendors, you've really got to use these skills. Make people feel heard. Make people feel like you are listening to them and that you are trying to solve any of their problems that they have.

Speaker 1:

Now, if you've listened to the podcast which I hope you have we always are looking for a property problem. So people who have got property problems want to be heard. They want to know that somebody's listening to how their situation might be different from everybody else's. Because most of the time, most people say, well, my situation is a bit different to everybody else's. Well, a lot of the time they're not. A lot of the time the problems are very, very similar to what everybody else is having. But if we just walk in there, engage it in such a manner that we just think, oh, I already know all of this because I've dealt with this before, then you're not listening to that person. Of course, each person wants to vent their own frustrations, okay.

Speaker 1:

So active listening involves focusing on the speaker without worrying how you will respond, and that is what I've had to learn is not trying to think what's the next question going to be, what should I say next? It's actually just listen to them and, even if you have to have an awkward pause whilst you think, do that, but come back with a response that really makes them genuinely feel like they are being listened to, makes them feel like they are having good engagement with you, and, of course, this will help you building up that know like and trust. You should maintain eye contact with the speaker and provide non-verbal cues as you're going along, so you know, nodding your head, shaking your head, smiling, all of those sorts of things as well. This shows that you're engaged in the conversation. Don't be going uh-huh, uh-huh, uh-huh. Oh yeah, oh yeah, uh-huh. Do a little bit of it, but if you find yourself doing lots of that, then try and rein it in as well, because that can just become quite annoying. So you do need to be careful with that. The next thing is really just making sure that you are engaged with them, that you are smiling. You know it's all about sort of nonverbal communications, so it is making sure that you're having a good conversation, that you're not looking bored even if you are, you know you're not falling asleep or anything like that but you are actively listening, you're smiling, you're engaged. Obviously, don't smile at the wrong points. You're sympathetic where you need to be as well, and a lot of that can be your facial expressions. I always like to say as well, don't overthink things, but do make sure that when people are talking to you, you know if they're energetic, if they're excited about something. Try and mirror that Okay, because that could help obviously building up that trust as well. People warm to people like this. If you're somber and you don't show any facial expressions or anything, then of course it can make it very, very difficult, even if they are being difficult or they are quite challenging to talk to.

Speaker 1:

The other thing I would say then is your tonality. Tonality, yeah, using tone effectively. So it's almost I'm quite loud when I first start talking to people and things, but I rain it down a bit If you're being sympathetic or you're hearing about somebody's problems. You know I've got a problem with this property. I'm in arrears. I'm likely to lose the property. You know they're going to take the mortgage off me. I really am looking for some help. Let's go with a sympathetic tone, so to speak.

Speaker 1:

We're not taking the mickey out of anything here, but, you know, empathetic tone, so to speak. We're not taking the mickey out of anything here, but, you know, rein it in a bit for whatever the conversation is needing. However, it's flowing. So if somebody is having a problem, it's, you know, taking it down a bit. I see the problem there and I think I can help you rather than just saying well, I see what the problem is and I can help you, because sometimes you can be too brash, you can be too blazy, if you like, in their face.

Speaker 1:

So make sure you've got good tonality and practice this when you're speaking to friends, family members and getting yourself out there, because the more that you do this, the better you will be. And, of course, body language is also another one as well. You need to make sure that your body language is on par, that you're in front of people, try not to cross your arms too much, all of these little things which you might say. Well, what's this got to do with doing deals? It all helps with what you're trying to achieve and what you're trying to do, and, of course, you want to make sure that you're speaking clearly. You know you've got a very good and concise language in how you're approaching things, and what can happen is we're educating ourselves to be the best property investors we can be.

Speaker 1:

All of a sudden, you get used to doing networking events, you get used to talking a certain way, talking about property, you know, talking about R2R deals or PLOs. The other people here won't know what they are, or they might have an idea, but they won't have a full understanding of that sort of thing. Bmv, below market value Do you know? We can talk to a lot of our friends, a lot of people that are involved in property, with all of these sorts of slang jargon, but you've got to make sure that you keep the conversation at their level, and this even goes for agents as well letting agents, estate agents. What you will find is we all start at sort of a ground level and then we move up steps or stages in our knowledge. Not everybody moves up. So when we think, oh, you know, estate agents will probably know more than us because we're just starting out, chances are a lot of the time they don't. They don't actually have as much knowledge as even reading books to find out more about creative strategies and different ways to invest in property.

Speaker 1:

So we need to make sure that when we're speaking to people, we keep our language, our conversations, at their level, so we explain things in such a manner that we're not just saying well, I'll tell you what that property there. They're interested in selling it. They don't need the money right now. It sounds like a perfect purchase lease option to me. I wouldn't say that. What I would say is in the same conversation so they don't need the money right now, but they just need the headache taking away from them because they're struggling with the monthly expenses and things.

Speaker 1:

I think there's something we can do here, and it might just be a little bit different than the normal sort of deals that you're used to, but I can put this in such a way and organize this to be in such a way that not only does the vendor get exactly what they need right now. You guys obviously get paid as well. Is that something we'd be interested in? Now, all of a sudden, I know exactly what I'm trying to do, which is a purchase lease option put it forward in their language. So sometimes I listen to that and just think, well, this is a bit of a headache. This circumstance, this situation hasn't been going very well for me and potentially I might lose this deal. If the vendor doesn't think that I'm acting on their behalf and getting things going, then all the work I've put into it I'm not going to see my commission and things. All of a sudden.

Speaker 1:

People are more likely to work with you, so make sure that you're speaking to them in their own language. Otherwise we can end up bamboozling everybody and it can become very, very difficult. So by using just some of these tips, you can become a more effective communicator, and this will help build stronger relationships and achieve your goals in the areas that you're looking at growing. In the areas that you're looking at growing, you're in the areas that you're looking at building things. Remember, communication is a skill that can always be improved on. I'm always trying to work on mine, get better at it, see where I'm making mistakes and things, and, of course, the more you practice these tips, the more comfortable and confident you will become in basically any situation.

Speaker 1:

It doesn't just have to be property investing. If you're a bit of an introverted person, then by practicing this, it can just help you in your own personal life, maybe making more friends, maybe finding a life partner or something like that. All of these skills are intertwined to really help you in your life, and that is one of the major things that I love about all of this is let's always continue to try and be better than we were. Well, I try and be better than I was yesterday, but to that point of each and every month, each and every year, we want to be a better version of ourselves. I hope this has helped you and I hope this has given you a bit of food for thought to really get out there and make sure that you're building the property business that you want to build, that you're helping people that are out there that need helping and, of course, that you're growing a portfolio which is your nest egg for the future. I hope this has helped you and I look forward to you joining me in the next episode very soon. Take care and bye.

Speaker 1:

For now, and just quickly before you jump off of this, I wanted to share with you a new community that I have started up, which is called Property Education to Action. This is a community that I have put together with my tap power team of experts, including mortgage brokers, lettings experts, architects, refurbishment project managers. They are all in this community and they will answer each and every one of your questions, if you have them. We're open 24-7, as they say, but that's not all. I've got a whole vault of trainings that can help you improve your property investing from purchase, lease options, rent to rent, serviced accommodation, hmos, assisted sales, how to flip properties. And that's not all. Each and every week, we have live sessions with the experts in the community where you can ask your questions and they'll tell you exactly what they're doing right here, right now, so you will always have your finger on the pulse in your property investing.

Speaker 1:

Nobody has put together anything like this before, and I'm hugely excited about this. So check out educationtoactioncom or check out the link in the show notes to this episode. And the best thing of all is this isn't going to cost you thousands of pounds. This is just a monthly subscription fee for you to come and be a part of it, and there are no up sales. You don't have to pay any more for any trainings. You can go through the trainings and you can see which property strategies will be best for you without having to spend thousands and thousands of pounds. So check out Education to Action right now and if you do, come and join us, I'll see you in the community.