On the Sixth day of Real Estate, Seven Gables gave to me....Effective Communication!
What does this mean? Let's look at a married couple:
Wife says "Honey, it'd be nice if you took out the trash"...in her mind she has just told her husband he needs to take out the trash.
Husband hears "Honey, it'd be nice if you took out the trash..."
...in his mind he thinks, yeah it would be nice and I'll get to it as soon as I'm done doing (insert activity here). What he says is "Okay".
What you end up with is this:
So, where is the breakdown in communication here? In HER words or in HIS listening? The truth is, neither one is paying attention to the message they are communicating, but each thinks they are being clear! How many times has this happened to you as a Realtor...what YOUR CLIENT said and what YOU heard. How about in your communication with your manager, or with the other agent you are negotiating with?
Use Effective Language Constructs.
There isn’t a one-size-fits-all formula for properly crafting the perfect problem statement, but there are some language constructs that always help making it more effective:
Assume a myriad of solutions. An excellent way to start a problem statement is: “In what ways might I…”. This expression is much superior to “How can I…” as it hints that there’s a multitude of solutions, and not just one — or maybe none.
As simple as this sounds, the feeling of expectancy helps your brain find solutions.
Make it positive.
Negative sentences require a lot more cognitive power to process and may slow you down — or even derail your train of thought.
Positive statements also help you find the real goal behind the problem and, as such, are much more motivating.
For example: instead of finding ways to ‘quit smoking’, you may find that ‘increase your energy’, ‘live longer’ and others are much more worthwhile goals.
Frame your problem in the form of a question.
Our brain loves questions. If the question is powerful and engaging, our brains will do everything within their reach to answer it.
We just can’t help it: Our brains will start working on the problem immediately and keep working in the background, even when we’re not aware of it.
If you’re still stuck, consider using the following formula for phrasing your problem statement: “In what ways (action) (object) (qualifier) (end result)?” Example: In what ways might I package (action) my book (object) more attractively (qualifier) so people will buy more of it (end result)?
So sing it with me now...On the sixth day of Real Estate, Amanda gave to me...Communicate Effectively!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
Showing posts with label real estate career. Show all posts
Showing posts with label real estate career. Show all posts
Monday, December 29, 2008
Wednesday, December 17, 2008
12 Days of Real Estate...day 3
On the third day of Real Estate, Seven Gables brings to you.....Portion Control!
Okay! Not THAT kind of portion control, but I did want to emphasize something. So many times we get overwhelmed because we don't know that we can break things down into smaller portions, and then tackle each one individually. This in and of itself will save you HOURS of stress!
In an effort to relieve you of some added stress, I'm going to give you two words to live by: Chunk Up.
Each problem is a small piece of a greater problem. In the same way that you can explore a problem laterally — such as by playing with words or challenging assumptions — you can also explore it at different “altitudes”.
If you feel you’re overwhelmed with details or looking at a problem too narrowly, look at it from a more general perspective. In order to make your problem more general, ask questions such as: “What’s this a part of?”, “What’s this an example of?” or “What’s the intention behind this?”.
Another approach that helps a lot in getting a more general view of a problem is replacing words in the problem statement with hypernyms. Hypernyms are words that have a broader meaning than the given word. (For example, a hypernym of ‘car’ is ‘vehicle’). A great, free tool for finding hypernyms for a given word is WordNet (just search for a word and click on the ‘S:’ label before the word definitions).
A good question worth asking is whether the "problem" you're defining is really just a symptom of a deeper problem.
For example, a high heating bill might be the "problem" and an obvious solution would be to check to see if your heating system is broken, or needs updating for better efficiency.
But maybe the bigger problem is that the people in your house use heat wastefully, and why's that?
Because they don't perceive the negative consequences; they don't have to pay the bill themselves, perhaps, so they're not conscious of how wasting heat will affect them.
Breaking things down to where they are manageable takes time and a desire to move BEYOND the current issue. Sometimes, we stay focused on a PROBLEM because to focus on a SOLUTION would require making an acknowledgement that something needs to change...but that's a story for another time....SO! HOW DO YOU EAT AN ELEPHANT???
ONE BITE AT A TIME!
OR you can call me, and we can work on it together!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
714-837-7753
Okay! Not THAT kind of portion control, but I did want to emphasize something. So many times we get overwhelmed because we don't know that we can break things down into smaller portions, and then tackle each one individually. This in and of itself will save you HOURS of stress!
In an effort to relieve you of some added stress, I'm going to give you two words to live by: Chunk Up.
Each problem is a small piece of a greater problem. In the same way that you can explore a problem laterally — such as by playing with words or challenging assumptions — you can also explore it at different “altitudes”.
If you feel you’re overwhelmed with details or looking at a problem too narrowly, look at it from a more general perspective. In order to make your problem more general, ask questions such as: “What’s this a part of?”, “What’s this an example of?” or “What’s the intention behind this?”.
Another approach that helps a lot in getting a more general view of a problem is replacing words in the problem statement with hypernyms. Hypernyms are words that have a broader meaning than the given word. (For example, a hypernym of ‘car’ is ‘vehicle’). A great, free tool for finding hypernyms for a given word is WordNet (just search for a word and click on the ‘S:’ label before the word definitions).
A good question worth asking is whether the "problem" you're defining is really just a symptom of a deeper problem.
For example, a high heating bill might be the "problem" and an obvious solution would be to check to see if your heating system is broken, or needs updating for better efficiency.
But maybe the bigger problem is that the people in your house use heat wastefully, and why's that?
Because they don't perceive the negative consequences; they don't have to pay the bill themselves, perhaps, so they're not conscious of how wasting heat will affect them.
Breaking things down to where they are manageable takes time and a desire to move BEYOND the current issue. Sometimes, we stay focused on a PROBLEM because to focus on a SOLUTION would require making an acknowledgement that something needs to change...but that's a story for another time....SO! HOW DO YOU EAT AN ELEPHANT???
ONE BITE AT A TIME! OR you can call me, and we can work on it together!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
714-837-7753
12 Days of Real Estate...day 2
On the Second day of Real Estate Seven Gables brings to you....Your ASSUMPTIONS!
Yup! You know what those are!
They are the only way some of us get through life sometimes!
We have a skewed sense of reality because of something that happened years ago.
We didn't get picked for dodgeball or we were called on to answer a question that we did not know the answer to.
We shelve that feeling, and when we are faced with a situation that stirs that emotion, we go right back to feeling inadequate. What I find worse still is being afraid to ask questions to work through the "why".
For example:
In Real Estate: "I wasn't prepared for the listing presentation. Next time, I had better get my ducks in a row", becomes "I didn't get the listing because I'm too tall" (or too short, or too old or too whatever).
Want to know how to work through that? It's going to take some ACTIVE PARTICIPATION on your part!
1. Expose and Challenge Assumptions. Every problem — no matter how apparently simple it may be — comes with a long list of assumptions attached. Many of these assumptions may be inaccurate and could make your problem statement inadequate or even misguided.
o The first step to get rid of bad assumptions is to make them explicit.
Write a list and expose as many assumptions as you can — especially those that may seem the most obvious and ‘untouchable’. That, in itself, brings more clarity to the problem at hand. Essentially, you need to learn how to think like a philosopher.
o But go further and test each assumption for validity: think in ways that they might not be valid and their consequences. What you will find may surprise you: that many of those bad assumptions are self-imposed — with just a bit of scrutiny you are able to safely drop them. Read up on How to Be a Skeptic. http://www.wikihow.com/Be-a-Skeptic
o For example, suppose you’re about to enter the restaurant business. One of your assumptions might be ‘restaurants have a menu’. While such an assumption may seem true at first, try challenging it and maybe you’ll find some very interesting business models (such as one restaurant in which customers bring dish ideas for the chef to cook, for example).
Thought it was going to be easy?
Nope! Not here!
Changing patterns is a full time job! But with CONSISTANCY, you can conquer the world!
Would you like to learn HOW Seven Gables can assist you in working forward with a new mindset?
Call me!
Sing with me now!
On the Second day of Real Estate, Amanda gave to me...the abililty to live assumption free!
Amanda Wernick
Career Development Manger
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
Yup! You know what those are!
They are the only way some of us get through life sometimes!
We have a skewed sense of reality because of something that happened years ago.
We didn't get picked for dodgeball or we were called on to answer a question that we did not know the answer to.
We shelve that feeling, and when we are faced with a situation that stirs that emotion, we go right back to feeling inadequate. What I find worse still is being afraid to ask questions to work through the "why".
For example:
In Real Estate: "I wasn't prepared for the listing presentation. Next time, I had better get my ducks in a row", becomes "I didn't get the listing because I'm too tall" (or too short, or too old or too whatever).
Want to know how to work through that? It's going to take some ACTIVE PARTICIPATION on your part!
1. Expose and Challenge Assumptions. Every problem — no matter how apparently simple it may be — comes with a long list of assumptions attached. Many of these assumptions may be inaccurate and could make your problem statement inadequate or even misguided.
o The first step to get rid of bad assumptions is to make them explicit.
Write a list and expose as many assumptions as you can — especially those that may seem the most obvious and ‘untouchable’. That, in itself, brings more clarity to the problem at hand. Essentially, you need to learn how to think like a philosopher.
o But go further and test each assumption for validity: think in ways that they might not be valid and their consequences. What you will find may surprise you: that many of those bad assumptions are self-imposed — with just a bit of scrutiny you are able to safely drop them. Read up on How to Be a Skeptic. http://www.wikihow.com/Be-a-Skeptic
o For example, suppose you’re about to enter the restaurant business. One of your assumptions might be ‘restaurants have a menu’. While such an assumption may seem true at first, try challenging it and maybe you’ll find some very interesting business models (such as one restaurant in which customers bring dish ideas for the chef to cook, for example).
Thought it was going to be easy?
Nope! Not here!
Changing patterns is a full time job! But with CONSISTANCY, you can conquer the world!
Would you like to learn HOW Seven Gables can assist you in working forward with a new mindset?
Call me!
Sing with me now!
On the Second day of Real Estate, Amanda gave to me...the abililty to live assumption free!
Amanda Wernick
Career Development Manger
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
Thursday, June 12, 2008
What are the odds??
I'm going to tell you a little bit about myself. I think it will help shed some light on what I'm about to post...I've been a licensed Realtor for the past 8 years, and I've been working at Seven Gables Real Estate for the last three years.
I joined Seven Gables right when they were going to implement the Journey to Mastery ™program.
At first, I opted out, even when Doug Yeaman, the author of JTM™ told me that I would have AHA! moments!
Due to health issues with a family member, I took a job in wholesale mortgages to pay the bills and have a predictable schedule. As I saw the months slip past and no closed transactions, I told myself I just needed to do it! So, I quit my job and went all out in Real Estate and in Journey to Mastery ™. I'm not going to say it was easy, because believe me, after working in Real Estate part time (a joke in and of itself), you have no base of clients to work with!
I started from scratch! I was trained and certified in holding Quantum Home Tours™ and learned how to set REAL APPOINTMENTS with people that actually had an interest in doing something real estate related. I was taught how and when to stay in touch with them, and what kind of information would be relevant to each and every client, because every client has individual needs, and a generic newsletter, while great for having something to send, isn't as effective as RELEVANT information!
I not only started closing transactions, I became such a believer in it and had such great appointment setting ratios, I was asked to be the Quantum Home Tour ™Trainer, which I still LOVE to do!
Eventually my love of Seven Gables and JTM™ moved me forward into recruiting for the company. I am privileged to work for a company that invests not only money in the training and support of it's agents, but the time and energy to make sure that no one gets lost through the cracks and into "non productive work".
Why do I bring this up? Because as a Recruiter, I am actively looking at the statistics of Real Estate agents two years and under in the business.
Let me tell you, the stats are GRIM. I do not believe in scare tactics or in "the sky is falling" techniques, but this was something that has weighed heavy on my mind.
I receive monthly reports on people who have just passed their real estate exam. I stay in touch with them and track them in their career. What I have discovered is that the more time passes between when a person is licensed and when they write an offer, the less likely they are to remain in our business.
So I decide to take one month and check the stats…January of 2007. 140 people were licensed in the areas I was searching. Do you know how many are currently NOT ACTIVE IN REAL ESTATE?
Of these 140 people, ONE HUNDRED AND FOUR (104) of them currently have NO BROKER AFFILIATION, and are not members of the Board! Those numbers are more than grim…they're the kiss of death!
I'm sharing this with you just to let you know that Real Estate IS a wonderful career to be in. Obviously it's not if you're not making money, but despite what the newpapers say, properties ARE selling! People ARE buying and you just need to know the difference between a prospect, a suspect and a client for life!
Will our program work for EVERYONE? Well, the truth is this: NO!
Our program isn't for everyone BUT….If you follow the steps that you are given, it WILL work for you!
If you are thinking about a career in Real Estate, or are STALLED in your career, PLEASE CALL ME! Let's talk about this and fix it before it really is too late. Amanda Wernick Career Development Manager 714/837-7753
I joined Seven Gables right when they were going to implement the Journey to Mastery ™program.
At first, I opted out, even when Doug Yeaman, the author of JTM™ told me that I would have AHA! moments!
Due to health issues with a family member, I took a job in wholesale mortgages to pay the bills and have a predictable schedule. As I saw the months slip past and no closed transactions, I told myself I just needed to do it! So, I quit my job and went all out in Real Estate and in Journey to Mastery ™. I'm not going to say it was easy, because believe me, after working in Real Estate part time (a joke in and of itself), you have no base of clients to work with!
I started from scratch! I was trained and certified in holding Quantum Home Tours™ and learned how to set REAL APPOINTMENTS with people that actually had an interest in doing something real estate related. I was taught how and when to stay in touch with them, and what kind of information would be relevant to each and every client, because every client has individual needs, and a generic newsletter, while great for having something to send, isn't as effective as RELEVANT information!
I not only started closing transactions, I became such a believer in it and had such great appointment setting ratios, I was asked to be the Quantum Home Tour ™Trainer, which I still LOVE to do!
Eventually my love of Seven Gables and JTM™ moved me forward into recruiting for the company. I am privileged to work for a company that invests not only money in the training and support of it's agents, but the time and energy to make sure that no one gets lost through the cracks and into "non productive work".
Why do I bring this up? Because as a Recruiter, I am actively looking at the statistics of Real Estate agents two years and under in the business.
Let me tell you, the stats are GRIM. I do not believe in scare tactics or in "the sky is falling" techniques, but this was something that has weighed heavy on my mind.
I receive monthly reports on people who have just passed their real estate exam. I stay in touch with them and track them in their career. What I have discovered is that the more time passes between when a person is licensed and when they write an offer, the less likely they are to remain in our business.
So I decide to take one month and check the stats…January of 2007. 140 people were licensed in the areas I was searching. Do you know how many are currently NOT ACTIVE IN REAL ESTATE?
Of these 140 people, ONE HUNDRED AND FOUR (104) of them currently have NO BROKER AFFILIATION, and are not members of the Board! Those numbers are more than grim…they're the kiss of death!
I'm sharing this with you just to let you know that Real Estate IS a wonderful career to be in. Obviously it's not if you're not making money, but despite what the newpapers say, properties ARE selling! People ARE buying and you just need to know the difference between a prospect, a suspect and a client for life!
Will our program work for EVERYONE? Well, the truth is this: NO!
Our program isn't for everyone BUT….If you follow the steps that you are given, it WILL work for you!
If you are thinking about a career in Real Estate, or are STALLED in your career, PLEASE CALL ME! Let's talk about this and fix it before it really is too late. Amanda Wernick Career Development Manager 714/837-7753
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