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.
• Installment No. 3 - Nobody did nothin to nobody - The Importance of Teamwork.  This installment focused on the need to make a personal commitment to your brokerage and the attributes of being a team player.

The fourth installment of the Yogi Berra Real Estate Sales Training Series will start with the now famous quotation "Slump?  I ain't in no slump... I just ain't hitting."  When this statement was made, Yogi Berra was in the midst of his 1957 hitting slump.  After the season, Yankees even sent Yogi Berra to the Mayo Clinic for eye and reflex tests.

As it often true with Yogi-isms, it is less about the words of Yogi Berra and more about his philosophythat matters in this installment.  Whether it is hitting by baseball players or selling by real estate agent, everyone has slumps where they struggle.  Sometimes it is mechanical; sometimes it psychological; and sometimes it just happens.

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra like all hitters struggled at the plate and had slumps.  This is equally true for real estate agents.  We often struggle.  Yogi Berra approached slumps with a system that focused on practice and repetition of the fundamentals as opposed to experimentation with wholesale changes.

Stop Thinking and Focus on the Mechanics

When he was struggling at the plate, Yogi Berra would receive tips from fans, the general manager and others.  Although Yogi Berra appreciated the advice, Yogi Berra subscribed to a simple philosophy that was "you can't think and hit at the same time."  So, instead of thinking and theorizing about why the slump occurred, Yogi Berra focused on the mechanics, which he described as "humdrum repetition" or, alternately, "developing good habits through practice."  In any profession, it is important to practice your skills.  You can't just show up on game day and expect to be an all-star.  The same is true in real estate sales.  Role playing, use of scripts, planning responses to objections, etc. are all a part of preparing for the sale and being sales ready at all times.

Change Your Attitude- Stay Positive and Change Your Routine

Yogi Berra understood the psychology of hitting.  He understood that slumps happen and that you can't afford to take a negative approach.  Rather, you need to stay positive, keep the faith, and work hard.  Yogi Berra didn't believe in making wholesale changes.  He opined that listening to too many people, experimenting too much, and over thinking the problem could make things worse, not better.  Yogi Berra also understood that maintaining focus and concentrating on the fundamentals was more important than theorizing on what went wrong.  Often, bad habits are caused by the psychological aspect of sales - fatigue, worry, depression, etc.

Don't Blame the Bat (or Market) for the Slump

Yogi Berra was human.  Like real estate agents who tend to blame the market, Yogi Berra blamed his bat when he struggled and often tried a new one explaining "If I'm not hitting, I don't blame me.  I blame the bat.  I try a new one."  Too often, real estate agents like to externalize the reasons for the slump.  It is the market.  It is my broker.  It is the lack of training.  It is...  Well, sometimes it is and sometimes it is just you.  However, even in the recent market, I saw pending sales hit the MLS almost daily.  So, it may be the market or it may just be that we took ourselves mentally out of the game.

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.