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.
• Installment No. 8 - If you don't have a bullpen, you got nothing - The Importance of Role Players.  This installment focused on the need to build a team that includes role players as well as bench players who can perform multiple roles.
• Installment No. 9 - If people don't want to come out to the park, nobody's going to stop them - Gimmicks Don't Work.  This installment commented on the use of gimmicks as a substitute for natural talent and building sales skills through training.
• Installment No. 10 - You can't win all the time.  There are guys out there who are better than you - Healthy Competition is a Good Thing.  This installment discussed the importance of healthy competition in real estate sales and the dangers of unhealthy competition that lead to uncivil behavior and a lack of professionalism.

The eleventh installment of the Yogi Berra Real Estate Sales Training Series starts with the quotation "Don't get me right.  I'm just asking."  Yogi Berra had one endearing quality to players, fans and umpires alike - the ability to make small talk.  He had the innate ability to make small talk.  He wasn't being unsportsmanlike when he talked to batters and umpires alike.  He never talked during the pitches.  However, he did talk before and after the pitches.  Yogi Berra would often get comments like "Yogi, don't talk to me" to which he would respond "If you don't want me to, I'll never talk to you again" which would then prompt a conversation.  Yogi Berra believed that communication was an important part of the game and used it most to discuss situations with his pitchers.

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra understood that communication is the key to business.  It can range from small talk with other players to discussing situations with his pitchers to setting the right tone as a manager.  Here are some thoughts on how these concepts relate to real estate sales:

• Break the Ice with Small Talk and Humor.  Yogi Berra mastered the art of small talk and used it to his advantage.  He also used humor to break the ice.  In real estate sales, humor and small talk can be extremely useful tools to develop rapport.  It is amazing how often deals aren't reached because the parties become antagonistic and negotiations just stop.
• Customers Crave Communication.  In today's age, communication takes various forms from in-person discussions to telephone calls to e-mail and more.  Customers want to be informed.  Even if they don't respond, they sincerely appreciate being kept apprised of each step taken in a transaction.  Often, customer complaints center more on a lack of good communication than a lack of action by the real estate agent.
• Marketing Starts and Ends with Good Communication.  Marketing doesn't have to be expensive.  It can be simple as a handwritten note, periodic e-mails or even a simple telephone call.  If you want to have customers, you have to talk to them.
• Anticipating Issues.  Yogi Berra was a great catcher because he knew batters and discussed situations with his pitchers.  Good teamwork starts with good communication.  In real estate sales, it is important to identify issues and discuss situations.  There is nothing wrong with a reminder note sent to a title company or lender or even another agent.  We may not be responsible for solving a problem.  However, it is our responsibility to anticipate problems.  It all starts with gppd communication.
• Communicating Expectations. As a team leader or manager, it is important to set the right tone and create realistic expectations and goals.  To do so, it is important to communicate what is expected from each agent or team member.  When the communication stops between managers and players or brokers and agents, it's time to switch teams.

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.