Realtors© Mastering The Art Of Small Talk

Wade Webb on April 26, 2023

realtors mastering the art of small talkWhy Realtors© mastering the art of small talk is so important

A friend of mine shared with me how he really struggled with social gatherings and events. He just didn’t have the gift of “small talk” and didn’t know how to do it well. The problem was he specialized in luxury real estate and his client base was high net worth individuals who loved to gather in social circles. He was always being invited to social functions and fundraising events but dreaded having to work so hard at making conversation with these people. He shared how he discovered a simple and powerful technique that changed his “small talk” dilemma for life which in turn dramatically impacted his business for the better. A simple acronym called F.O.R.D. which stands for Family… Occupation… Recreation and Dreams. Whenever he came face to face with a client for the first time and one of those awkward social “small talk” moments. F.O.R.D. came to his rescue.

1.) Family – Where did they grow up? Where is their family now? Do they have any siblings? Do they have any children? Now focus on their answers… ask more questions… sit back and listen.

2.) Occupation – What do they do for a living? How long have they been in that occupation? What did they do before? Now focus on their answers… ask more questions… sit back and listen.

3.) Recreation – What do they do for fun? Hobbies? Passions? Something they always wanted to try or do? Now focus on their answers… ask more questions… sit back and listen (beginning to see a pattern here?)

4.) Dreams – What is on your bucket list? Your dreams? Goals? Aspirations? Now focus on their answers… ask more questions… sit back and listen

This simple but powerful tool called F.O.R.D. would help engage his clients, deepen his relationship with them and show he cares. This powerful technique then sets the stage for him to share what he does for a living and causes the other party to be receptive. It is also a powerful “confidence booster” to shine amongst people rather than dread the whole experience.

Small talk has earned a bad rap, because to many people it represents meaningless and trivial conversation. But it doesn’t have to be that way. A recent study published in Communication Research has found that those who engage in any of seven types of quality conversation experience increased well-being and happiness, alongside a reduction in their stress levels. Small talk has its benefits as well; a 2021 study published in the Academy of Management journal found that, despite the distraction caused by engaging in small talk, “employees who engaged in more small talk during their workday reported increased positive social emotions, which translated into greater [organizational citizenship behaviors] and well-being at the end of the day.” Here are some more ideas for how to make small talk but increased well-being and positivity aren’t the only benefits of small talk. Engaging in small talk can open the door to interesting and meaningful connections—if you are aware and listening. These tips can help take the stress out of small talk and create a quality conversation:

1. Get your mind right. If you spend the week anticipating and worrying because you know you will feel uncomfortable, you’ve set yourself up for failure. Remember why you are going—to celebrate a friend on their special day, to meet others who share your interest or to connect with your coworkers.

2. Decide who you’d like to meet before you go. Look at who else will be there and plan to meet those who might share something in common with you. This might be someone who knows a mutual friend, a fellow baseball fan or a business owner living your dream.

3. Read a lot. The more you read, the more trivia or facts you pick up that can turn into conversation material. It can be online or in books and journals, but it can help drive a conversation with someone you don’t know much about.

4. Be interested in things to be interesting. I find people have nothing to say because they don’t seem to have any interests. That makes them uninteresting. However, people with hobbies and interests always seem to have a topic or an opinion to share, and they can use that as a launching point to get someone else involved in the discussion.

5. Make a game out of making small talk. Trick your mind into making it seem easier and more fun by playing a game with yourself. Commit to at least an hour. Plan to meet at least five people. Challenge yourself to learn two new things. This mental shift can help tame the anxiety and make the conversation more fun.

6. Relax and be present in the conversation. Rather than try to plan what you will say next, relax and focus on what the other person is saying. Listen. Be present in the conversation and the other person will notice. They will feel appreciated, and the conversation will flow naturally.

7. Take responsibility for meeting others. Don’t wait for others to approach you. Say hello first. If you always expect others to make the first move, you’ll be disappointed. And the more you do it, the more comfortable you’ll be. World renowned communicator Dale Carnegie said “The world’s greatest conversationalist, is someone who says little or nothing.” Isn’t it nice when someone says to you I feel like I could talk to you forever or I feel like we have known each other for some time now.

Strength and courage,
Wade

The Art Of Trust In Your Real Estate Marketplace

Wade Webb on September 14, 2022

art of trust in your real estate marketplaceHow to develop the art of trust in your real estate marketplace

With a pivoting market all over North America the importance of establishing “know, like, and trust” with consumers in your market is key! So, when I opened the National Association of Realtors 2022 Home Buyers and Sellers Generational Trends Report to find that “reputation and trustworthiness” were the most important factors people look for in their agent, I know this is key in today’s market. What can you do to be the most known, liked, and trusted agent in your market? Either you could keep doing what you’ve been doing and let it naturally happen over the course of years, or you could start doing four things, right now.

Step 1: Publish Video at Least 3 Times a Week. – For someone to like you, they must know you. And for someone to know you, they must see you! The more often someone sees your face, the more likely they are to trust you. This means videos on social media – and specifically videos of you. Six posts a week is ideal is ideal, but three is the bare minimum. You want to make your audience feel like you’re always there, dedicated to your job and answering their questions. There is nothing worse than an agent you can’t get ahold of, and this strategy makes you feel always present. Diversify your content. Do a couple of quick answers, some case study recaps or “How We Did It” videos and try to post something fun and personal at least once a week. Give people a view into your life that makes them… well… know, like, and trust you!

Step 2: Update Your GBP and Leverage Reviews. – Google is the king of the internet and the ultimate place to generate inbound business, so why aren’t more agents concerned with their Google Business Profile? I mean, wouldn’t you look up someone’s reviews before trusting them with your most asset? Start off by going to Google.com/business and filling out all your information. Don’t skip anything or Google with rank that against you in its algorithm. You need to post pictures regularly to keep active, but make sure you have all the photos Google wants: your storefront, interior office, the team, sold properties, and anything which makes it immediately clear what you do. Next, you need to fill up your reviews. Instead of just texting or calling all your past clients to ask for a review, incentivize it and make it easy for them. On your next touchpoint, send them a gift with a QR code in the letter which will bring them directly to the review page. Write a thoughtful note asking them for a kind review. (Be careful not to overdo it, though… too many reviews in a short time span is a potential red flag for Google. Reach out to a few past clients at a time.) And try this QR strategy with current clients as well. Find a quiet, non-stressful time during the homebuying process to do it. You don’t want to do it after closing when they’ll be busy moving in, and you certainly don’t want to do it while there is still a chance of something going wrong. Check out www.reviewmenow.com a great tool as well for this step!

Step 3: Annual Equity Reviews. – The internet may have come a long way, but there is still no better way to build trust than face-to-face. Most often, you’ll be dealing directly with your past clients, so this will make it easier to get the meeting. Annual Equity Reviews are all about delivering value, and the more value you provide, the more likely your chances of receiving reviews or referrals. Don’t just tell them the value of their house here; show them what they can do with their equity. Provide wealth management and investment resources and focus on building long-term sustainable wealth strategies. At the end, ask them if there is anyone, they know who could use this kind of consultation. Having a good portion of your leads come from referrals is like the ultimate form of trustworthiness. And of course, it wouldn’t hurt to ask for a review if they haven’t already given you one…

Step 4: Bomb Bomb CMAs. – Looking to find the best way to get someone to agree to scheduling an appointment or an AER? Texts and calls are what salespeople do on a mass scale. Video (with your face) is what people who know you (or are serious about knowing you) do. Bomb Bomb is an application that allows you to shoot and send video messages directly from most other programs. You can record directly onto Gmail, your CRM, or whatever else you’re using. It also allows you to see who watched your video, so you know who to follow up on with a call. This is a more personal way to follow up with potential clients and anyone you meet at events or open houses. Seeing your face, they’ll remember who you are and likely appreciate the time you took to make them a personal message. Remember: Face = Know, Like, Trust.

Strength and courage,
Wade

Establishing Instant Rapport & Trust With People as a Realtor©

Wade Webb on June 29, 2022

Establishing Instant Rapport & Trust With People as a RealtorWould you like to know how to establish instant rapport and trust with people as a Realtor©? Let me tell you a story…

A friend of mine shared with me how he really struggled with social gatherings and events. He just didn’t have the gift of “small talk” and didn’t know how to do it well. The problem was he specialized in luxury real estate and his client base was high net worth individuals who loved to gather in social circles.

He was always being invited to social functions and fundraising events but dreaded having to work so hard at making conversation with these people. He shared how he discovered a simple and powerful technique that changed his “small talk” dilemma for life which in turn dramatically impacted his business for the better. A simple acronym called F.O.R.D. which stands for Family… Occupation… Recreation and Dreams.

Whenever he came face to face with a client for the first time and one of those awkward social “small talk” moments. F.O.R.D. came to his rescue.

1.) Family – Where did they grow up? Where is their family now? Do they have any siblings? Do they have any children? Now focus on their answers… ask more questions… sit back and listen.

2.) Occupation – What do they do for a living? How long have they been in that occupation? What did they do before? Now focus on their answers… ask more questions… sit back and listen.

3.) Recreation – What do they do for fun? Hobbies? Passions? Something they always wanted to try or do? Now focus on their answers… ask more questions… sit back and listen (beginning to see a pattern here?)

4.) Dreams – Now I am obviously not going to ask someone what they are dreaming about. But I will ask them What is on your bucket list? Your dreams? Goals? Aspirations? Now focus on their answers… ask more questions… sit back and listen

This simple but powerful tool called F.O.R.D. would help engage his clients, deepen his relationship with them and show he cares. It also allows us to find connection and commonality in ourselves and them and creates trust, likeness and connection when you discover things we have in common through the discovery process.

This powerful technique then sets the stage for him to share what he does for a living and causes the other party to be receptive. It is also a powerful “confidence booster” to shine amongst people rather than dread the whole experience. Who doesn’t want to talk about themselves and share their story. Ask the questions, let them share their story and practice the art of listening.

World renowned communicator Dale Carnegie said “The world’s greatest conversationalist, is someone who says little or nothing.” Isn’t it nice when someone says to you I feel like I could talk to you forever or I feel like we have known each other for some time now. I challenge you to go try on someone this week. I dare you!!

Strength and courage,
Wade

The Art Of Trust – Top 4 Steps for REALTORS©

Wade Webb on June 24, 2020

Building client trust realtorThis week we are looking at the timeless fundamentals of real estate sales professionals and their ability to be able to create trust, likability and connection with others. One of the single most important skills to have in our industry and yet very difficult for so many to be able to perform effectively. These are four of my favorite strategies I love to share with agents I coach and equip them with the knowledge, confidence and skills to be able to create trust within minutes with others:

1. Safe Island – this Floyd Wickman classic technique is the beginning to all meetings with people for their very first time. The anxiety, fear and uncertainty of meeting someone for the first time always feels strange and awkward for them and for us. Everyone loves to know what is going to happen, what is going to be talked about and how things will play out before it actually does. It is a simple way to calm the room and the meeting by taking them out on a “safe island”

“Mr. and Mrs. Buyer, before we discuss the details of buying a home. I’d like to take some time to tell you how I work and the services my company ABC REALTY offer to help bring about a satisfactory purchase. May I do that?   Thank you. The first thing we learn at ABC REALTY is if I have to show you more than a few homes physically, I am probably not doing my job properly and as a result I am wasting your time. So to help us find the right home, at the right price, in the shortest period of time I want to share a simple process with you.

Here is how it works.

Step One: I will ask you a series of questions to help me determine your needs and wants. Taking the time to listen to your responses will give me a better insight of what you really want in a home.

Step Two: Is our One Stop Shopping service. You see right here in our office we have every listing available in the Central Okanagan area. We are going to look at all the houses listed for sale. Not physically, but by the process of elimination. The reason for that is if we find you a home today you won’t have to procrastinate wondering if there is another home out there for you. We have eliminated all other possibilities. How does that sound?

Step Three: When we find the home you feel good about and before I ask you to make a decision. I will give you an estimate of all your costs. It is important you know exactly what you will need to purchase your home.

Step Four: We at ABC REALTY have developed a plan to professionally supervise each step in the buying process. We will handle the entire sale for you from the beginning to the end. Absolutely nothing will be left to chance.

Step Five: I subscribe all my clients to an after sale follow up service. For years after the sale, I will regularly contact my clients like yourself,  to handle any needs you might have regarding real estate in the future. I’m sure you’d want and expect this kind of service from the Realtor and Company you choose to represent you, wouldn’t you?”

2. F.O.R.D. – Family, Occupation, Recreation, Dreams These questions work well because they stimulate the Reticular Activating System (RAS).  The RAS works as a filter, screening out information that is not of value to you right now and letting through anything that is important.  When you ask someone to focus on a goal or an image (as these questions do), the person puts themselves in that place mentally.  Awareness around this goal or image is heightened and the RAS lets in more information around the topic. The discovery process allows you to discover connections with them and yourself and makes them feel like they are heard and you truly care about them and who they are. This is a great technique for those of us that just don’t enjoy small talk and don’t know what to say to someone when we first meet them and needing to break the awkward silence.

3. Diamond Salesmanship – The classic Dale Carnegie technique that again builds trust, likability and comfort with the agent. Carnegie reminds us of the power of these 4 simple strategies.

              A. Names – use people’s names a lot. They like to hear their names and make them feel important and heard and feel like we are present with them.

              B. Smile, Pay a Compliment – It actually takes more muscles to frown than to smile and who doesn’t want a smile? The lost art of sincerely paying someone a compliment is a real game changer indeed.

              C. Visuals – The biggest habit for most agents is “telling” vs. “show and selling”. Half of us are visual and half of us auditory so the most powerful tool is a blank note pad and pen while you are meeting.

              D. Tone, Voice Inflection, Eye Contact, Body Language – 86% of effective communication is non verbal which is voice tone, inflection. Eye contact and body language makes all the difference.

4. Mirroring – The Larry King, Barbara Walters and Oprah Winfry had a secret weapon of being able to get their guest to open right up and share with everyone on national television their deeper story. Being able to repeat what someone is saying and adding a word or two so you don’t mimic. Physically mirroring their body language like when they cross their legs, you cross your legs and then fold your arms. The art is in the Plus 1 and adding the few words or the extra physical movement so they feel you are mirroring them and not mimicking them is key with this one. Amazing how they just relax and open up and share more than you sometimes want to know.

So there you have some of my personal favorite strategies of being able to build instant trust with someone and getting them to feel comfortable sooner than later when you work to truly make the first impression on them. Feel free to share in the comments below what are some of your best strategies too.

Strength and courage,
Wade