Ramon Casaus, eXp agent and founder of ROC Real Estate Partners, posted an Instagram reel on six phrases agents should stop using. Completely. Forever. And some of them will no doubt sound familiar.
Partly because agents are still using them. And partly because we’ve dragged them here on BAM (and probably will again).
Give it a watch and see how many of these phrases you’re still hearing.
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Ramon’s caption is the driver behind this reel. It’s the reason he’s gone to the trouble of calling out these six phrases that could kill your prospecting:
“Change your words, close more deals.”
That’s what it’s all about. On to the list.
6 Phrases to Avoid & What to Say Instead
#1. “To be honest”
Just saying this implies you haven’t always been honest with them. As Ramon asks, “Why would you need to clarify that you’re being honest?” Unless you haven’t been.
Say this instead:
“I’d recommend…”
#2. “Just checking in”
This one gets a lot of hate, for good reason. No one wants to be interrupted by a phone call from a real estate agent who’s “just checking in.” Respect your prospect’s time as much as you respect your own and make it a priority to lead with value.
So, here’s what to say instead:
“The last time we spoke…”
Follow that with some relevant news that could impact their decision to buy or sell, or their outcome if they make a move in the coming weeks.
#3. “Following up”
This one can work if the next words deliver information that matters to the person you’re calling. It’s not a standalone phrase, and if you’re not careful, it can sound like one.
Instead say:
“I was thinking about you.”
Or, you can take a page out of Tom Toole’s book and say something like:
“Hey, I’m [Name] with [Brokerage] following up as promised…”
Those words come right before sharing something of value to the other person. Otherwise, you’re “just checking in.”
#4. “Circling back”
Ramon doesn’t offer an alternative phrase for this one:
“Just don’t say this one in general. Just stop with ‘circling back.’”
This phrase has become an internet meme. People hear “Let’s circle back,” and their brain has been conditioned to rephrase it as, “I hope you forget this so I don’t have to actually do something.”
Even if you’re actually “circling back” to give value, it immediately recalls the kind of annoying corporate-speak that immediately brings up walls. Leave this one behind.
#5. “Okay. Just let me know.”
Here’s what Ramon suggests as an alternative, and those last two words are key:
“Here’s what I think would be a great next step.”
Byron Lazine has spoken on the do-nothing “Let me know” phrase, too. His solution is to always have a next step in mind.
Here’s one of the scripts he shared in a recent blog on communication mistakes:
“I’d love to walk through this with you. Does Tuesday at 5 or Thursday at 3 work better for you?”
#6. “Sorry to bother you.”
As Ramon puts it, “No reason to say Sorry if you’re giving them value.”
The only reason to apologize is if you’re wasting their time because you have nothing of value to share with them.
The solution: find something of value to share and introduce it in an opening-fact-question (OFQ) script like this one:
“Hey, [Name], it’s [Your Name], getting back to you as promised. [Insert hyperlocal market stat that could affect this prospect’s decision to buy or sell]. Does that impact your plans to move this year?”
If you’re not practicing scripts like these on a regular basis, join us for the live roleplaying masterminds every week in BAMx with Byron Lazine, Tom Toole, and Lisa Chinatti. Between masterminds, download the scripts and practice with the AI Script Advisor. And while you’re here, find yourself some excellent roleplay partners in the supportive BAMx community. It’s all here.
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