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.
• Installment No. 11 - Don't get me right.  I'm just asking - Communication is the Key.  This installment discussed communication as the core skill for real estate professionals from building rapport to closing deals to customer service to managing teams.
• Installment No. 12 - If you don't know where you're going, you might not get there - Success is No Accident.  This installment discussed the need to dream big and then plan how to get there through setting goals, developing a plan, taking action and tracking one's success.
• Installment No. 13 - Ninety Percent of the Game is Half Mental - Looking for Buying Signals.  This installment discussed that you can improve your sales skills by using your head, assessing the situation, and looking for buying signals.

The fourteenth installment of the Yogi Berra Real Estate Sales Training Series starts with the quotation "Why buy good luggage, you only use it when you travel."  Yogi Berra  understood the concept of frugality.  He eschewed extravagence and believed strongly that you should let success change your core values.  For Yogi Berra, his core values centered on family, church and sports. 

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra understood that the clothes don't make the man - the man make the clothes.  He believed in keeping things simple and uncomplicated.    He also believed that success shouldn't change one's core values. 

Here are some thoughts on how the quotation relates to real estate sales:

• Spend Wisely.  Real estate sales seems to attract other entrepeneurs.  Each time, it seems that pitch often is more concerned with relieving the new agent of his or her money and less concerned about actually creating new business opportunities.  With so many free tools, I would suggest that you initially take a frugal approach and take advantage of free or low cost items like blogging, participation in forums, social networking, etc.  There is nothing that will ever be an adequate substitute for hard work.  If the quick fix sounds too good to be true, it probably is.
• Know Your Core Values.  Whether you are successful or not in real estate sales, you will not be satisfied in real estate sales until you understand your core values and engage in work that is consistent with these core values. 
• Balance Life and Work.  Now, I appreciate the value of a strong work ethic.  However, it is equally important to balance life and work.  Often, this starts by setting boundaries to your work life so you have family time that is free from work interruptions.
• Success Spoils.  Success can often change a person - and not in a good way.  It is important to keep true to your values.  One should always remember where they came from and how they got there.  For a few agents, success can breed arrogance.  Every once in awhile, it is important to remember what it took to succeed - usually it is focusing on others instead of focusing on oneself.

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.