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.
• Installment No. 4 - Slump?  I ain't in no slump... I just ain't hitting - Dealing with Sales Slumps.  This installment focused on how to handle sales slumps by focusing on the fundamentals of sales, by adopting the right mindset, and by refusing to blame the market for sales slumps.
• Installment No. 5 - I don't know, I'm not in shape yet - The Importance of Physical and Mental Conditioning in Real Estate Sales.  This installment focused on the need for a positive attitude in real estate sales and how physical and mental conditioning is important to maintain a positive attitude.
• Installment No. 6 - Public speaking is one of the best things I hate - The Art of Public Speaking.  This installment focused on tips for improving the effectiveness of one's public speeches and presentations by focusing on simple tips to captivate and inspire your target audience.
• Installment No. 7 - He's learning me all his experience - Learning Sales Skills.  This installment focused on the various stages of learning and the importance of mentoring for developing sales skills.

The eighth installment of the Yogi Berra Real Estate Sales Training Series will start with the quotation "If you don't have a bullpen, you got nothing."  Yogi Berra recognized that every team needs and depends on its role players.  He understood the need for a bullpen to close out a game.  Although recognizing the need for a strong bullpen, Yogi Berra didn't believe in "pigeonholing" pitchers into specific roles.  Rather, he subscribed to Casey Stengel's views that players should have multiple roles and that versatility can be as valuable or more valuable as specialists.

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra understood the need for specialists as well as the need for role players.  He also understood the importance of cross-training.  Here are some thoughts on how these concepts relate to real estate sales:

• Building your Team.  In real estate sales, you have to build a strong team.  It starts with managing a team that will include all-stars, regular players, platoon players and bench players.  The important part is building a team that has chemistry with each player having a defined role that contributes in some way to the success of the team.
• Role Players.  Similar to the bullpen, it is important to have team players on your real estate team who are dependable, who can perform a specific role, and who have the toughness and grit to come back each day and perform their role again.  These players aren't the all-stars - but they play an important day-to-day role.  These are the personal assistants, the marketing assistants, and the new agents who perform supporting roles such as holding open houses for more experienced agents.  Or, these role players might be your title agent or preferred lender.  In any event, these are the unsung heroes who assist the real estate agent to insure a error free closing for the customer.  The difference between a win or loss in the eyes of the customer may just depend on these supporting role players.
• Cross-Training.  In today's world, it is important to have specialists available to play a specific role.  However, specialists have limited opportunities.  A lefty or righty specialist pitches to one or two batters.  A set-up man comes in the seventh or eighth inning.  A closer pitches in the ninth inning.  They have limited roles and limited opportunities.  In contrast, a bench player who can play the outfield, first base and third base, can pinch hit or run, or act as the dreaded designated hitter will see more playing time.  A real estate agent who is versatile and can play multiple roles will have greater opportunities and may be a greater value to the brokerage.

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.