By: Marcelo Steinmander
Throughout my real estate journey, I’ve realized a fundamental truth: language is strategy. The right words set the stage in a negotiation, define expectations, and shape how clients, prospects, and fellow agents see me. Over the years, I’ve depended on phrases that have helped win deals, conserve energy, and protect my business. Here are three that I believe are indispensable to any agent’s toolbox.
“No”
During my rookie years, I said yes to everything: Every showing, including major holidays, clients hundreds of miles away, and even phone calls while I was snowboarding in Colorado. The result? Burnout, inefficiency, and at times, resentment.
“No” was the turning point. It’s not rejection, it’s a filter. It protects time, preserves focus, and reminds people that your knowledge has value. Boundaries earn respect.
Out of the three phrases I’m sharing today, No is my personal favorite. It’s also the hardest phrase for me to say, because I’m wired to please and put the needs of others first. But this is also why it’s my favorite. Over the years, No has helped me turn away bad deals, clients that would’ve been exhausting, and defended my most valuable resource: my time.
“With all due respect”
Disagreement is part of the job. But how you phrase it determines whether you come across as combative or credible.
“With all due respect”, when said in a way that conveys consideration for your client, can be disarming. It allows you to push back, present facts, or reframe a situation without creating conflict. It’s direct, but professional. Clients and colleagues hear confidence, not ego.
I’ve been able to get away with saying some audacious things to people if a firm but gracious “with all due respect” precedes it first. From guiding hesitant buyers, to correcting misunderstandings with fellow colleagues, or even drawing a line when one is direly needed. Four words that soften the blow every time, if they’re said with both firmness and grace.
“Let me think about it”
Real estate moves fast. The pressure to respond immediately can be overwhelming. I used to take pride in how prompt my responses were. Maturity has taught me that speed isn’t always smart.
“Let me think about it” slows down the pace. It signals thoughtfulness, instead of hesitation. It gives you room to evaluate choices, avoid costly mistakes, and provide more refined advice.
This phrase has saved my business from terrible mistakes more times than I’ll ever admit. From mispricing listings without properly doing the research, to offering terms that weren’t in my client’s best interests, or even turning down business partnerships that offered little to no benefit. Pausing is wisdom.
In real estate, and outside of it, words matter. These three phrases are simple but significant. They have protected my time, elevated my professional brand, and sharpened my judgment. They’re indispensable.
Start with the one that resonates most. Make it a habit. Allow it to transform the way you express your ideas, the deals you take, and the respect you earn. Master them, and your business will expand, your time will be protected, and new opportunities will manifest.
Marcelo Steinmander is a real estate professional in Miami, Fla. His diverse background and fluency in English and Spanish made this an ideal field to build and retain long-lasting relationships. In 2020, Marcelo was recognized as a Top 20 Under 40 by the Miami and Chicago Mainstreet Organization of Realtors. He was also a Top 100 Agent in the Southern United States by NAHREP. By the end of 2021, Marcelo became the #1 individual producer in Berkshire Hathaway HomeServices EWM Realty based on the total number of homes sold, and in 2022 an honoree for the National Association of REALTORS® 30 Under 30. Find him on social on Instagram, Facebook and Linkedin.