ATTENTION DECODED

Verbal communication will always run the risk of being misinterpreted. Misinterpretation is an assumption by one persons attempt to make a full story out of another person’s unfinished or unheard story. The best way to prevent misinterpretation is to speak clearly and be mindful of all possible perspectives. This is the talent of all talents in Real Estate. Juggling a multitude of client perspectives without misunderstandings. Making it a point to not draw conclusions from statements that lack detail because you recognize that is what creates an assumption. Assumptions usually occur from a lack of information that we take upon ourselves to fill in with similar situations from our past. Not listening is the main cause of lacking information. A failure to ask clarifying questions is the other. Here is what happens in the human brain when someone is talking to us: Unless we the Real Estate agent focus with intent to hear...

Our behavior is the physical display of our decisions. That means that all action happens twice. The first action is a thought. The second action is some outward expression of that thought. The state of mind you are in directly impacts what you will say and do. To think one thing, and do another successfully… Is not likely. Proactivity is what defines the most effective actions. Meaning: taking the initiative to “jump in” and start the process of doing first .   Take the lead because you take it upon yourself to go first. It is choosing not to fall in line but to start the line. If you start that means you have made it a point to not follow. That is one of the habits the most successful people have in common. Taking initiative . People say: “ She took the initiative to get off the fence and she did it!” No one says: “she ask for the initiative” No one says that because initiative...

When you are a Real Estate agent you have to sometimes be the source of other peoples motivation. Your clients need and depend on it. Translated, they depend on you to keep them hopeful when they struggle to maintain hope on their own. And it is understandable due to the emotional nature of home buying and selling. However, that in no way means supporting their emotional needs is an easy endeavor. What it does means: you must have a reliable source you can tap into for staying motivated yourself. It is a challenge to be someone’s rock. To be totally in control at all times. It can be exhausting. That is why you need to really search and hold onto motivation that is renewable. Where can you find a lasting source for motivation? I will be the first to admit… There may be a layer of dust hiding it. Your motivation. That is why it can feel so out of reach at times. Your obligations make it harder to focus and see it. But it is there. It i...

You have to be willing to do the difficult task of changing an approach to prospecting that loses more than it wins. That sounds easier than it is because old habits die hard. Even the bad ones we know do not help us reach our potential. Interrupting prospects to get their attention no longer works because offers have become constant.  Predictable.  Become unpredictable by jumping with as much focused energy as you can into the shoes of the prospect you are attempting to talk to. Learn to judge yourself just as they would when considering you for a candidate. What you say out loud is for your message to be heard by someone other than you. Yet how often do we attempt to start a conversation with us as the topic because of how we say something.  Consider your audience—the prospect. This should be easy because when you are not working, you are the prospect. When you go online or leave the house, you are being attacked...

Consumers buy something based on what it is worth, not what it costs.   The difference is the difference between price and value. Price is not determined by value it is determined by the intersection between supply and demand. Value reflects the demand of an item. In economics, this is what the bell curve of supply and demand tells us. Probable value. Individuals are motivated by value. Think of the saying: one mans trash is another mans treasure. Value is also a reflection of perception, in the eye of the beholder. It is incorrect to think the job of selling something is to justify price. A conversation about price is ridged. A story about price usually ends with: It is what it is for anyone who comes along. It is better to have a conversation about value. Value is what something is worth to an individual with that specific desire or need. Conversations about value build bargaining power. ...