perception: They Lie Because We Taught Them to Lie - 05/24/12 06:56 AM
Anyone that spends much time in real estate, or any sales-oriented work, knows that when the truth is told and is not the desired answer, most people punish. So to avoid being punished for telling the truth, people lie instead.
I had a phone call from a salesman recently. It was like many calls we all get periodically. I listened briefly. I understood the salesman and was not interested at all. This is where many people lie and say something nice like, “Well, send me some information and we’ll think about it.” Such a tactic can be particularly common in … (12 comments)
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perception: Your Waiter Can Teach You About the Importance of Attitude - 03/08/12 04:43 AM
Ever have a waiter in a restaurant that was efficient, polite, said the right things, got the order right, kept beverages refilled but yet for some reason you thought, “They don’t want to be here”?
The waiter did nothing wrong. Yet, something didn’t feel, well, warm, or connected. It was just not an engaging experience.
How did that make you feel as a customer?
Now for the real questions: Have your clients ever felt that way about you? Do you take the time to pay attention and even notice?
Even if every one of your clients loves you, I bet … (5 comments)
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perception: Beware of "The Deadly Experts" - 02/02/12 05:22 PM
We all know the deadly experts. These are the people that use their expertise to kill sales, listing opportunities, and even relationships.
In many organizations, you find these experts in every corner, including technology, marketing, sales, training, and legal. In real estate, you find them among the sellers, buyers, brokers, attorneys, and just about every type of service provider.
The deadly experts use BIG WORDS to intimidate, bully, disgrace, protest, and even brag. Even someone that has comparable expertise may be casually dismissed by these deadly experts. (For if they admit that someone else may be right it damages their power and self-esteem.)
They … (6 comments)
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perception: Killing the Southern Accent? - 01/20/12 06:04 AM
Okay, so this is not really real estate related, except perhaps that it speaks to the human nature side of how we all see each other and respond to each other (which is often the biggest point of failure in real estate deals).
I've been thinking about how we perceive our world and how it is heavily influenced by how those around us perceive it. Or how they project it.
For instance, a Southern accent is often used in media, particularly television and movies, to project the image of someone uneducated and not very bright. Think of Gomer Pyle, Forrest Gump, or … (5 comments)
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perception: How can you think that way? ! ? - 06/27/11 11:06 AM
Every time I hear someone say, "How can you think that way?" I think, "They just told on themselves."
I find this question is not uncommon when in discussions of purchase offers, appraisals, listing prices, commissions, and a host of other topics involving real estate, business in general and life.
The rub is that people typically do not ask this particular question to learn a new perspective. Instead, this is asked to question the validity of someone else's perspective. However, I think there is something more than first meets the eye (or, in this case, the ear).
When someone says, "How can you think that … (0 comments)
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perception: Do You Prejudge? - 03/12/10 01:36 PM
Are you one of those people that regularly salt your food before you taste it? No matter where the food comes from? If so, you prejudge the food and its level of saltiness based on habit or expectations, not fact or confirmation.
Despite the old adage "Don't judge a book by it's cover," we all still instictively prejudge, whether we are aware of it or not.
What do you prejudge? People? Ideas? Businesses? Projects?
Experience can be our friend, from helping us pick good food to saving our lives. But there is a big difference between relying on experience and just being … (3 comments)
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