I was blessed to have been trained by an amazing broker when I first began my real estate career. She held the most fabulous sales meetings which were motivating and enlightening.

One meeting in particular sticks in my mind where she was creatively impressing upon us the lesson that it's not enough to say the right thing, but rather, the right thing must be said in the right way. She passed out a piece of paper to about 5 of us. On the paper was written the phrase

"you're not getting your earnest money back"

and then below that an emotion: angry, sad, happy, embarrassed. Then each person read the phrase with the accopanied emotion out loud to the group.

Even though we had some theatrically challenged agents iparticipating, the point was well made.

How we deliver news and information is equally as important as the content delivered.

When considering hiring a real estate professional, many Sellers or Buyers ask good questions:

• What's your experience in the industry?
  
• What are your fees?
  
• How many homes have you sold in my area?
  

But equally important, and in many cases more important to evaluate  how the agent presents him/herself. I don't mean dress, car, jewlery. But rather how well do they communicate with you? Do they come across as knowledgeable and articulate?

There have been times when I'm talking with another agent on the phone and am tempted to press record (I don't have this capability so don't worry if you decide to call me)and play the conversation back to them. 

Agents can be unknowingly rude and aggressive, inordinately passive and indecisive or extremely articulate and professional....and many have no idea that their verbal skills (both good and bad) are influencing the transaction and negotiations.

So when choosing a real estate professional to market your home, or help you make your next purchase, make sure they are not only qualified, and competent, but ask yourself,

"Am I comfortable with this person speaking on my behalf?"