By Anand Patel
We’ve all been there before: You’re at an important meeting and asked a question that you just can’t seem to formulate the perfect answer to on the spot. But, 30 minutes later, on your way home as you replay the meeting in your mind you come up with numerous things you wish you had said earlier. Now you are kicking yourself thinking, “Why didn’t I say that!?”
What if I told you there is a very inexpensive way to help you develop the skill to think on your feet along with improving your overall communication and leadership skills?
One of the single most important organizations I got involved with a few years ago is my local Toastmasters club. Toastmasters provides a friendly, encouraging environment that helps individuals improve their speaking and leadership skills regardless of their current level – amateur speaker to orator, mail-room clerk to CEO (my club consists of entrepreneurs, professors, artists, IT professionals, military personnel, students and many others). It is a workshop type setting where you learn-by-DOING. If you want to learn more about the history of Toastmasters or how to join, you can visit www.toastmasters.org; but in this post, I want to briefly share with you four ways you will immensely benefit from joining and participating in a local club.
Learning to speak “off the cuff”
One of the most beneficial parts of a Toastmasters meeting is the “Table Topics” section. This is where you are called upon to speak for 1-2 minutes on a topic that someone has just told you about. You have to quickly formulate your ideas in your head and speak “off the cuff.” There are numerous benefits in developing this skill for real estate professionals – from improving your negotiating skills to handling seller objections on a listing presentation.
Developing leadership skills Continue reading »
By Dave Robison
According to NAR’s report about real estate professionals, the majority of us came from admin jobs rather than sales jobs. There is a high probability that the majority of you reading this are order-takers. The good news is you can change that. You can become a better sales person.
I admit it, I was an order-taker and learned this lesson almost 11 years ago. I was showing a friend of mine houses so he could buy his first home. No luck in writing an offer though because he couldn’t make up his mind and he was reluctant to put in an offer. (It was his fault, right?) My dad came out with me to show my friend the same homes a second time around. My dad said, “This is a great house, Kelly. Lets write an offer.” My friend said, “Okay,” and I got my first sale. (Oops, I blamed it on my client but it was really my fault!)
What was the difference? I was just showing homes, I was an order-taker. My dad was a salesperson. Here is how you can know what an order-taker will do versus someone who is a salesperson:
Example – Listing Client: “I’m not in a hurry. We don’t have to sell. We will move if that one buyer comes along.”
Order-Taker: “Okay, I will keep you updated with showings and whether we get any offers.” *Tries to smile while they feel frustrated with their client.*
Salesperson: “What do you mean by that?” “Tell me more about that.” “What is your timing on when you want to move?” (A salesperson will ask more questions so that the seller can come to a better conclusion. Being a salesperson means being a counselor, too!) Continue reading »
By Toby Boyce
Football season is on us and in Ohio that means a lot of cheering on Friday and Saturday and praying for our NFL teams on Sunday. Football is a passion and as I’ve matured and grown older and – hopefully – wiser, I see the wisdom in those screams and rants from my childhood coaches.
“Football is the game of life,” I remember Mike Billow screaming as we worked over-and-over to perfect a task. And the older I get, the more I realize that his statement was right on the mark – and it can even double when taken into application with a real estate career.
I thought I’d share a few of Coach Billow’s favorite “sayings.” I know many of them weren’t original to him, however, on those hot-August days in Danville, Ohio, he made them his.
- Look Down, You Go Down. How often do we see it in this market? The “naysayers” start talking about how the sky is falling and it isn’t going to last. Well, they are exactly right. For as soon as they put their head down to avoid the falling sky, their business fell. Doesn’t matter how beaten, weathered, or challenged you feel – keep those eyes up and looking at the prize.
- Did you get better today? You never stay the same. We practice our craft, hopefully every single day, to improve those listing presentations, get more buyers, convert more short sales, etc. The reason is simple. If you don’t practice it and make a conscience effort to get better, you will by default be getting worse – because you never will stay the same. Life – and real estate – is about eternalizing responses (i.e. scripts) so that they become a spontaneous response. If you aren’t role playing and practicing, is that possible? Continue reading »