The importance of communicating directly in easy-to-understand language

■Why are "clarity" and "directness" required now?

It is not the amount of information, but the “ability to be understood.”

Nowadays, we are in an age of information overload.
We live in an age where anyone can find out some things by doing research.

That is why the difference is not what you know, but how you communicate.

No matter how good the information you have, if it is not communicated to others, it will not be of value.

By being rather difficult to understand,
... Delayed judgment
...miss an opportunity
... Losing credibility

We feel that there are more cases that lead to these negative outcomes.

Real estate is an area where large sums of money and responsibility for decisions are involved, especially in the area of real estate.
That is why we believe that "understandability" is not a part of our service, but a prerequisite.

■Words that don't communicate are meaningless.

More than correctness: “Can you judge?”

We're saying all the right things, but we can't make up our minds."
This is a common story in sales.

The cause is simple: the other party is unable to make a decision.

For example,
The yield is fat, the total cost of ownership is about this much, and the CF is about this much.
Many people do not understand when it is explained to them.

On the other hand,
How much is left over each month on this property?"
Under these conditions, banks are more likely to evaluate it."
Selling in this price range is very realistic."

Once we get down to this point, we can make a decision.

What is important is not the amount of information, but whether it is in a form that can be used for decision-making.

■No need to say it all.

There will always be areas that cannot be assured.

On the other hand, it is not necessary to say everything.
Rather, it is dangerous.

Whether the loan will be approved or not
Future sale price
Changes in Rent

These are not definable.
No matter how much experience you have, external factors can change the outcome.

If you force yourself to say this, you will lose all credibility at once when the results are different.

Therefore, we need to convey a certain breadth of information about what we cannot determine.

■The Essence of Blurring

“Presenting the premise” rather than being vague.”

Blurring" sounds like an escape, but it is not.

Important,
Why can't you say for sure?
. what can be determined?
How much of the information is definitive?

This is to organize and communicate this.

Simply being vague is an escape, but it is useful information for the other party to indicate assumptions and provide breadth.

The problem is “blurring it all out.”

Communicating in a way that creates a suspension of judgment

Common in the field,
It depends on the situation."
It's a possibility."

This is the pattern that ends.

In this,
What should I do in the end?
How far is it OK?
...what to judge.

Everything will be unknowable.

As a result, the other party is stuck.
If you are stuck, then the opportunity is lost.

■The important thing is to draw the line

Separate areas of blurring and areas of saying.

What you should be aware of is not to "say it all" or "blur it all".

You can blur the results.
... the decision makers are saying...

This is the balance.

For example,
It's up to the bank to make sure the loan goes through."
This can only be blurred.

However,
These conditions are easy to pass."
This financial institution is realistic."
'This range is a good rule of thumb for this income range.'

This is the place to say it.

■The right way to tell when to blur

Put out a set of conditions, criteria, and risks.

Even when blurring, do not just make it vague,
Always tell them the following as a set

Conditions for approval
Condition not to be satisfied
Risk points

For example,
Not "it's a possibility."

This is only possible if the equity capital is at this level.
However, it gets harder to go below this point."

By using this form, the other party can make their own decision.

■Points to be said

Always provide a conclusion and direction.

The one thing that should never be blurred out,
Conclusion and Direction."

Should I buy this property?
Should I forgo it?
Should we move now?

If you are vague here, no matter how carefully you explain it, it will be meaningless.

What they are looking for is not information, but criteria.

■The benefits of communicating directly to the public

Increase speed and trust at the same time

Communicating directly will speed up the decision-making process.
A roundabout explanation takes up a lot of time by itself.

Even greater is trust.
Those who speak clearly may appear strong at first.

But in the end,
This man does not cheat."
The evaluation will be changed to "I'm not a fan of this.

This accumulation leads to an ongoing relationship.

■Specific techniques for communicating in a direct manner

I'll start with the conclusion.

It may be a common technique, but I think it is the most important.

Tell the conclusion first, followed by the reasons.
This alone will make a big difference in understanding.

Shorten a sentence

If they are spoken at length, there will be a discrepancy in mutual understanding.

Therefore, by separating the information, it is easier to convey the message and also to rub each other's understanding together.

indicate by figures

Show by numbers, not by feel.
This speeds up the decision-making process.

Rephrase the terminology.

Instead of using them as they are, convert them into words that anyone can understand.

Of course, there are times when you can only communicate in technical terms. At that time, you need to understand it yourself so that you can explain it.

■Why do people flee to ambiguous words?

Psychology of not wanting to be disliked

The reason for using ambiguous expressions is simple.
I don't want to make a mistake, I don't want to be in denial, I don't want people to hate me."

This psychology inevitably rounds out the language.

... affirmation is a liability.
I'm not sure I'll get any pushback if I say it outright.
I don't want to risk missing it.

This kind of awareness naturally leads to the choice of "blurring words.

However, what we should consider here is whether the words are really for the benefit of the other party.

■Gentleness and clarity are two different things.

Ambiguity is not kindness.

Far-fetched or ambiguous expressions may appear to be kindness at first glance.

In reality, however, in many cases, we are simply leaving the decision to the other party.

...not to draw any conclusions.
Not clear on risk
No direction

This does not move the other party.

The true meaning of kindness is,
It's about "creating a state of being able to make decisions."

For this reason, what needs to be said needs to be said, even if a bit strongly.

■Misconceptions about communicating directly

Strong language = not messy.

It is often misunderstood that to communicate directly means to say things in a strong way.

But that is not the essence.

The necessary information is organized.
...extra words have been cut out.
... the conclusion is clear.

This is direct.

It is not about being emotionally strong, but about being logical and simple.

■One way of communicating can change the outcome.

Same content, different results.

Even with the same property and the same conditions, the results can vary greatly depending on how you communicate.

Difficult to understand explanation → Unable to make a decision → Put off
Easy-to-understand explanations → Ability to make decisions → Decisions

It is not the content, but the way it is communicated that changes the outcome.
This is a common occurrence in the field.

Therefore, we must not underestimate the importance of the way we communicate.

■Preparation necessary to communicate directly

Do you have your head in the right place?

In order to communicate clearly, you must first be able to organize yourself.

. what is the conclusion?
...and why that is so.
Where are the risks?

If this remains vague, the way you communicate will also remain vague.

Conversely, if this is organized, the language will naturally be simple.

■Use words for the benefit of others

Eliminate complacency.

Difficult words and ambiguous expressions are,
It is easier for the speaker.

But that does not make it valuable.

Can you determine
Can you move?
Can you convince me?

It only makes sense when it is connected to this place.

■ Summary

Communicate directly in easy-to-understand language.
This is not just a way of speaking, but the quality of work itself.

Words that don't communicate are meaningless.
. you don't have to say it all.
. but don't blur everything.
Clarify the terms and conditions
Conclusions are always indicated.

By striking this balance,
The other party will be in a position to make a decision.

And the more important it really is,
The message is conveyed in a simple manner, with unnecessary ornamentation stripped away.

Communicate clearly and directly.
We believe that this accumulation will ultimately lead to trust and results.