For Real Estate Sales Professionals

March 15, 2004 E-zine

March 15, 2004
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Read by More Than 30,000 Agents

Always be determined to become the
best real estate agent in your territory!

In this Issue:

1. The Importance of Matching Your Clients' Voices

2. You Won't Believe What's Happening in Asia!

1. The Importance of Matching Your Clients' Voices

Rapport is the all-important ingredient that determines how successful you will become in your real estate career. First you must have the unyielding desire to become hugely successful, and once you have this it's your ability to develop great rapport with people that determines your success.

Your clients and prospects want to do business with a real estate agent who they feel is someone very similar to themselves. They will be investing hundreds of thousands to millions of dollars through you, and they want to know that your evaluation and decision-making criteria are exactly like their own.

Your clients and prospects begin evaluating whether or not you're someone similar to themselves the moment they meet you. The way you dress, the car you drive, your promotional materials, and the way you interact with them are all being evaluated to determine whether or not you are an agent they should work with. Most if not all of this evaluation, though, is being done at the unconscious level, with the end result being the feeling they will have about you.

While everything your clients and prospects observe about you is important, there is probably no more important component in your long-term relationships with them than how you communicate to them with your voice. This is because you utilize your voice in almost every single communication with them, and most of your interactions throughout your real estate career will be on the telephone. 

This is why when you're talking with your clients and prospects, you want to do your best to match the speed at which they're talking, and the tone and volume of their voice, too. This alone will send a signal to them that you're someone similar to who they are. (If you really want to get good at this, you can also match the timbre of their voice. Timbre refers to their vocal quality, such as whether or not their voice is raspy.)

As an example of how powerful this can be, have you ever spoken with someone who spoke much slower, much faster, or much louder than you do? And when you experienced this, didn't you also feel out of rapport with the other person? I know with me personally, when I'm talking with someone who talks a lot slower than me, I feel as if I'm communicating at 15 MPH in a 55 MPH speed zone. I want to go faster, there's no traffic ahead of me, but still I can only proceed at 15 MPH. At least nowadays I just have fun in slowing myself down and building rapport with the other person.

But if I were choosing between 4 or 5 salespeople to represent me, and two of those salespeople spoke at speeds and tones that were very different from my own, they would probably soon be eliminated from the possibility of representing me. I just wouldn't feel right when I talked with those people. And when you look at the friends and business people who YOU like to associate with, you may recognize that they tend to speak in a manner that is very similar to how you speak yourself.

This is the exact process that is constantly happening with your clients and prospects also. While you may or may not be fully aware of it, they are unconsciously evaluating how you sound to them. If they don't feel that you sound similar to them, you may get eliminated as a potential agent to represent them. And if when talking with them you don't feel that they sound like you, they're probably feeling the exact same way about you also.

When you learn to vary the way you talk to continually match the vocal qualities of your clients and prospects, you'll successfully enroll a higher percentage of them in working with you exclusively, and you'll continually make more money in your real estate business year-after-year.

Click here for live audio interviews with top-producing real estate agents. These are interviews with top industry experts who show you exactly what they do to continually be so successful.

2. You Won't Believe What's Happening in Asia!

My friend Jim Young just returned from an expedition to Asia to see the incredible advances in technology that are happening over there. If you don't know Jim personally, he's the host of the annual Realcomm technology conference for the commercial real estate industry. He had heard about the amazing technological innovations that are occurring in Asia, and he decided that it was time to get over there and experience these developments firsthand. So he organized a group of innovators and leaders from all the major areas of commercial real estate to join him on this journey to the Far East.

What Jim discovered completely astounded him. He immediately recognized how much farther ahead of us many of the Asian cultures now are when it comes to utilizing technology in their everyday lives. And the people in these countries are now on a mission to become the world leaders in this arena, too. What Jim and his people experienced on their trip included the ability to buy soda in vending machines by using their cell phones, flat plasma screens in hotels that enabled them to watch CNN while in the shower, 80% of the population having Internet broadband connections, parking systems that automatically move and park cars by utilizing conveyor belts, students in elementary schools receiving their own laptop computers by the 7th grade, campuses and airports with wireless Internet access, and home appliances that plug into and connect to the Internet.

Jim made it clear to me that both the Asian governments and their people are on a mission. They see an opportunity to completely dominate the world with advancements in technology, and they're fully on board in going after this vision, too. Both students and workers over there are consistently putting in 10-14 hour days in pursuit of this mission also.

In trying to describe what he experienced over there Jim said to me, "Jim, they're not building buildings over there. They're building entire cities."

I can only imagine the type of vision and commitment these countries are aligning themselves with. This is an opportunity for them to emerge from being in the shadows of the more developed countries, and completely transform themselves into being the world leaders in technology. Imagine, from the people's perspective, being able to transform both themselves and their nations from primarily providing inexpensive manufacturing, to becoming the global leaders in world technologies. Add to this the incredible financial and lifestyle opportunities for them in transitioning from being manual laborers to now becoming the world's leading technology innovators. With this goal in mind, it's easy to see how the Asian people could rally behind this national and individual vision.

Interestingly, Jim asked his Asian hosts on the tour, "How many other groups of American business people have been here to see these incredible innovations before we got here?" The response he received was, "You are the only American people who have traveled here to see what we are doing."

Are we completely falling asleep in this arena? We've witnessed the incredible loss of manufacturing jobs to Asia over the past decades, but are we really prepared for the competition that's now on its way in the area of technology innovation also?

If you'd like to read more about all that Jim and his group experienced during their tour of seven cities in five Asian countries, visit the Realcomm Web site at:

www.Realcomm.com 

Once you're there click on the button in the left column that says, "Realcomm Advisory." Then click on and read the three "Advisory Archives" listed between 2/4/04 and 2/18/04.

Click here if you'd like more information on my one-on-one real estate coaching program. One-on-one coaching is available for both real estate agents and company management.

 
Click here to visit my Web site. There you'll find many articles and previous editions of my E-zine to assist you in taking your real estate career to the next level.

Your subscription to my real estate E-zine entitles you to receive FREE online training. My training course is designed to take you to the next level in your real estate sales career regardless of where you are currently at in your career right now. To receive my FREE 7-Day Online Real Estate Training Course send a blank e-mail to the following E-mail address:

RealEstate101@RealEstateSalesCoach.com

You will receive your first of seven lessons within minutes after sending your E-mail. You will then receive six additional lessons, one each day, for a total of seven lessons in seven days.


If you find yourself trying your hardest in your real estate career and still not making the amount of money you know you can, you may want to find out more about my one-on-one real estate coaching program. If this is something you may definitely be interested in, send me an E-mail or give me a call at (909) 694-6655.

"After 20 years in real estate I needed to revive my business and look at new options and ideas. Together Jim and I evaluated my entire business plan, designed new strategies, and implemented a game plan that's now making more money for both me and my team."

Bill Ukropina
CB Richard Ellis


If you arrange for me to lead a seminar or training for your real estate company you qualify for FREE coaching! Call me or email me for more information.


Please forward this E-zine to anyone you know who is interested in becoming a better, more productive real estate agent.

To subscribe to Jim Gillespie's 
ADVANCED REAL ESTATE SUPERSALES E-ZINE
 click here

and send a blank E-mail.

To unsubscribe and bring tears to my eyes follow the directions below.


Jim Gillespie
America's Premier Real Estate Coach®
Advanced Real Estate Sales Coaching

Click Here to Contact Me

Home   What I Do   Background   Articles   Testimonials
Agent Tools
   Free E-zine   Contact Me   Links