Ready to improve your ability to communicate with your clients and help them move forward in their thinking? One phrase that can make all the difference in how your message is received is “How open minded are you to…”

In real estate – really in all service-based sales – your income will always be limited by your communication skills. The way we present an idea can often be just as important—if not more so—than the idea itself. When we introduce a new concept to clients, especially if we don’t have strong  rapport/trust built yet, how we frame it plays a key role in whether they’re receptive to it.

Why This Works

Think about your recent client conversations. Especially with new clients, there can be an underlying hesitation to receive and believe new ideas you introduce. They may see you as a salesperson trying to sell them something, which can make it difficult to get your point across. This is where the phrase “How open minded are you to…” can be a game-changer.

This language pattern, which comes from the book Exactly What to Say for Real Estate Agents (find it here on Amazon), shifts the conversation. It’s an invitation, not a pitch. Everyone wants to be seen as open-minded, and by asking this question before introducing a new idea, you help your clients set aside their defenses and listen more openly.

When you don’t yet have that deep level of trust with your client, this simple shift in phrasing can make a big impact. It makes them more open to hearing your perspective and new ideas, without feeling like they’re being sold something.

How to Use It

So, how do you put this into practice? Let’s say you’re working with a seller who is hesitant to adjust their listing price. Instead of flatly suggesting a price change, try asking: “How open minded are you to considering a price adjustment?” By framing it this way, you’re engaging the client in a conversation, making it feel more like a discussion than a directive. This creates a collaborative tone where the client is more likely to be open to hearing your reasoning.

Here are a few more ways to use this phrase effectively:

• “How open minded are you to speaking with another lender to explore other financing options?” This can be a great way to encourage your clients to consider speaking to another loan officer without feeling like you’re pushing them.
• “How open minded are you to meeting with me to discuss strategies for selling your home?” If you haven’t established a strong working relationship yet, this phrase invites them to consider the value you can bring them and ultimately lead to a booked appointment.
• “How open minded are you to adjusting your expectations about the timeline for closing?” If a deal is facing delays, this helps frame the conversation in a way that encourages flexibility without feeling confrontational.

Building Trust Through Language

At the end of the day, this technique is all about building trust. If you haven’t developed that deep level of rapport with your clients, this approach can help break through that initial barrier. It invites them to listen with an open mind, creating space for more genuine and productive conversations.

The Outcome

By incorporating “How open minded are you to…” into your communication, you’ll encourage your clients to consider your ideas without feeling defensive. It’s a small adjustment that can yield big results in how your clients engage with you and your advice.

If you haven’t read Exactly What to Say for Real Estate Agents, I highly recommend it. The book is full of simple yet effective language patterns that can help you improve your client communication. Remember, your knowledge is only as effective as your ability to communicate it—and this phrase can make that communication much more effective.