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Congruence...What's That?
Congruence refers to the synchronization of your body language
to another person's body language.The fastest way to build trust and enhance communication is to match the mannerisms of another person, hopefully, in the context of a positive encounter. It also helps to synchronize your voice characteristics with theirs by trying to match the speed, pitch, tone and volume of their voice. When your body language, tone of voice and words are all saying the same thing, then you have a complete attitud…
You Are Not An Attorney
Unless you actually are, you are not an attorney, an appraiser, a home inspector
or any one of the myriad of professionals that may be involved in a real estate
transaction. So don't represent yourself as one. It will come back to haunt you.
The trick you have to learn is to be the "source of the source" for any particular
bit of information or advice that your buyer/seller needs that is outside your
expertise as a real estate agent. You can provide them with a web address,
printout, or a list o…Communication Is Constant
Whether you realize it or not, you are always communicating in some way. Some
experts estimate that 15% of your professional success is determined by skills and
knowledge, while 85% comes from your ability to connect with other people and
engender trust and respect. You do that by communicating through your words,
your body language, your actions and your attitude.What you actually say to someone only accounts for about 20% of what they "hear". The rest comes from your non verbal communication…
Politics Play A Part
The real estate profession definitely has a political side. The right to own/sell/ buy real
property is covered by local, state and national laws and has many tax implications. It
is to your advantage to be aware of as many of these as you can and to get involved
when it is needed.
One of the ways to do this, is to be a part of a Realtor association which often has whole
departments involved in political advocacy. It is their job to alert you to the important issues
and direct you to the n…
Listen Up!
The amount of trust that is built up in a relationship has a lot to do with listening skills.
So, if you want someone to trust you, do NOT discount how important it is to really
listen to them.
Everyone wants to be heard and listening has been shown to be the most improvable
skill that you have.
How do you listen well? Be quiet. Use body language to let the person know you are paying
attention to them. Respond occasionally with a nod of your head or a simple "uh huh". Stay
focused on the …
Conflict Happens
You are in a people business. You are dealing with many different types
of personalities on a daily basis. Conflicts will happen. The important thing is how you deal with them when they do. If you are the type of person who tends to blow up during a conflict, here are some suggestions to keep you calm: breathe, whisper, unclench your hands, count to 10, lie down to compose yourself, give yourself 24 hrs. to respond. If you tend to avoid conflict, you can: write down what you want to say and …
To Say or Not To Say
Have you thought about what some small common word choices could really
be saying about you to others? Do you fill your conversations with word fillers?
Do you even know if you do? We don't always hear ourselves the way others do, so you may need some help if you are unconsciously making word choices that are hindering your success rather than helping.
Filler words are words that you intersperse throughout your sentences without thought. "Um" is a filler word that makes you sound indecisive and i…
Strive For Clarity
You know how that saying ends and it doesn't end well. Everyone makes assumptions
and often it isn't a big deal. But, when you make an assumption in business it can be
costly.
you assume they aren't in a financial position to buy a home yet. The next thing you know they
are hosting a moving party and you're invited. Oops! You lost that sale. That hurts you a lot,
but you haven't cost them anything. W…
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