Words and Wisdom of Yogi Berra

Over the next month, I will be taking a brief look at the words and philosophy of Yogi Berra as it relates to real estate sales training.  Prior installments of the Yogi Berra Real Estate Sales Training Series included:

• Installment No. 1 - When you come to a fork in the road, take it - The Art of Making a Decision.  This installment focused on the need for decisive action and the need for making informed decisions.
• Installment No. 2 - It's never happened in world series history, and it hasn't happened since - The Art of Learning from One's Mistakes.  This installment focused on constructive criticism and the need to learn from our mistakes.

The third installment of the Yogi Berra Real Estate Sales Training Series will start with the now famous quotation "Nobody did nothin to nobody."  When this statement was made, Yogi Berra was responding to an inquiry from Yankees general manager George Weiss about an incident that occurred at the Copacabana on May 16, 1957.  When asked who started the fight, Yogi Berra told the truth and stood up for his teammates who, in fact, had done nothing, except confront a drunken heckler.

Unlike the first installment, it is less about the words of Yogi Berra and more about his philosophy that matters in this installment.  In baseball like real estate sales, it is important to be a team player, committed to the success of your team, and both dedicated and loyal to teammates.

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra played on some great Yankee teams with both aging and rising stars.  However, each player had a role to play on the team.  Unlike professional sports today, these old-school Yankee teams involved players who were dedicated to the team and committed to each other.  They ate together, played together and enjoyed their success together as a team.  There were individuals - but they worked for the good of the team as opposed to their own glory.  They picked each other up and made each other better.

Commitment to the Team

Unlike Yogi Berra's Yankees, we live in an era of free agency.  Real estate agents can freely move from brokerage to brokerage.  However, entering into this profession and joining a brokerage requires a personal commitment.  It is a commitment of time, effort and energy.  Before you join a brokerage, you need to make a personal assessment and inventory as to how you intend to contribute to the team.  Often, real estate agents act as individuals.  However, before you can expect others to assist you, you have to be willing to offer assistance, be a role player, and be a part of a team.  It means participating in sales meetings, learning your brokerage's systems, and seeking out roles to assist others on the team.   Being committed to the team means adopting its systems, its philosophy and its work ethic.

Be a Team Player

Loyalty to the team is an important aspect of the real estate business.  It is important to be a team player and to act for the good of the team.  Whether you realize it or not, being a part of team can take your professional "game" to the next level.  Here are a few attributes of a team player:

• Demonstrate Reliability - A team player is someone who does his fair share of the hard work, freely accepts assignments, and delivers in terms of getting work done.  It means being consistent.  You can count and rely upon the person to perform all of the time, not just some of the time.
• Communicates Constructively - A team player is someone who speaks up and expresses their thoughts on an issue clearly, honestly and directly with respect for others and for the team.  It means to communicate constructively in a manner that it intended to develop or advance a concept as opposed to a manner that it intended to obstruct the process or impair morale.
• Listens Actively -  A team player is some who is a good listener and who can absorb, understand and consider other viewpoints without debating or arguing each point.  When they receive criticism, they don't act defensively or reflexively.  Rather, they look for solutions to problems as opposed to seeking to assess blame for a problem.
• Functions as an Active Participant - A team player is someone who is engaged and participates in the work of the team.  They aren't passive or mere bystanders.  For example, at sales meetings, they review the agenda prior to the meeting.  They research and review related materials.  They ask questions.  Similarly, team players take initiative and make things happen.  They volunteer for assignments and are constantly looking for ways to contribute to the success of the team. 
• Share Openly and Willingly - Team players share information, knowledge and experience.  They take the initiative to keep other teammates informed of things ranging from technology to changes in brokerage policies and more.
• Cooperates to Help - Team players, despite differences in style or perspectives, take action and work with other to accomplish team goals.  They respond wholeheartedly and completely to requests for assistance and take the initiative to offer help to others.
• Exhibits Flexibility - Team players are flexible.  They accept and adapt to changing conditions.  They don't complain when something changes or when something new is tried.  They keep an open mind and are willing to embrace change even if they are unsure if the change is good, desired or workable.  Team players aren't rigid.  They are firm in their beliefs - but open to suggestions, new ideas and new opportunities.
• Shows Commitment to the Team - Team players care about their work, their teammates and the team's work.  They have a good work ethic and give projects their best effort.  More importantly, they demand the same commitment from other team members and take a leadership role when other team members aren't doing the same.
• Act as a Problem Solver - Team players don't dwell on problems.  They don't assess blame.  They don't avoid work.  Instead, team players are problem solvers whose goal is to offer solutions.
• Treats Others in a Respectful and Supportive Manner - Team players treat other team members with courtesy.  They provide appropriate support to other team members and they don't place conditions on offering assistance.  They don't delegate work to avoid work.

On a team, every player has a role and contributes to the success of the team.  There will be superstars, there will be mentors, and there will be role players.  However, to act as a team, you sometimes have to make personal sacrifices and you have to buy into the philosophy of the team.  Yogi Berra wasn't just a baseball player.  Yogi Berra was a true team player and took pride in being a Yankee, not just being another professional baseball player.

For the unfiltered words and philosophy of Yogi Berra, take a look at When You Come to a Fork in the Road, Take It! : Inspiration and Wisdom from One of Baseball's Greatest Heroes by Yogi Berra and Dave Kaplan.  It is quick read and mixes baseball, business and Yogi-isms in a great little package. 

Interested in real estate sales training? Or, better yet, purchasing a home in Yogi Berra's childhood neighborhood known as The Hill?  Contact Ryan Shaughnessy at PREA Signature Realty at 314-971-4381.