Special offer

Michael J. Maher's Leadership Letter #3: Your Favorite Radio Station...Predicted! Guaranteed!

By
Real Estate Agent with The Maher Team, LLC & Realty Executives

Your favorite radio station is…

In my last note, I mentioned that I could predict your favorite radio station.  Before I do that, let’s compare the positive vs. the negative.  Remember, only YOU can make YOU miserable and only YOU can make YOU happy.  BE happy, DO things that Happy People do (smile, laugh, etc.), HAVE the things that make you happy.  Start by being happy.  If you are happy, you aren’t complaining to others about your problems.  Everybody has problems. Everybody. Jesus had problems. I have my problems, and you have your problems.  Everybody is busy, I am busy, you are busy, but don’t tell other people you are busy.  Don’t say, “I’m too busy”…with your words OR YOUR ACTIONS.  Are you reading your e-mail and eating while listening to a client on the phone?  Focus on that client.  Don’t let them think that you aren’t listening or that you are too busy.  Also, when asked, “How’s business?” Don’t say, “GREAT!”  You are chasing business away!  Here are some scripts for that:

1)      “Thank you for asking.  I am a business so I'm like any business, I always need business. Just like your business, without clients, there won't be a business.”

2)      “We always need business. We’re looking for people like you to help. Who is the next person who, like you, will be buying their first home?”

3)      “Thank you for asking.  Business is going well and it’s important for you to know that I’m never too busy for you or your referrals.”

Practice these scripts and you will never go hungry.  Practice these scripts and you will not have to live through the agony of your brother or sister telling you about a friend of theirs who just bought a home…without you. Ouch!

Back on the positive vs. the negative.  Remember, people don’t care about what you know until they know you care.  And frankly, they don’t care about your problems or your talents, skills, or capabilities…If you learn only one thing, understand that ALL PEOPLE LISTEN TO THE SAME RADIO STATION!

WIIFM, now playing What’s In It For Me!?!

Yes, people…potential clients…want to know what the benefits are in working with you.  They don’t care if you have an MBA, they want to know how your MBA can help them.  Remember, your clients are listening to WIIFM even while you are talking. So quit talking! Let them tell you what they are looking for…

Listen! Let them talk and talk and talk…and really listen, really BE THERE for them.  My dad said, “Wherever you are, BE THERE!” Truly listen. Memorize little bits as they are talking. Talking to a lady, Wendy, at a recent conference. Has a daughter, Evanna (asked for proper spelling), named after her grandma, Evanna will be one in January.  How impactful will it be when Evanna gets a birthday card in January talking about Wendy’s mom?!!  Want to be excellent? Want to be a leader?! Remember to listen!

Remember, if you are talking about how bad YOUR life is, you can’t find out how GREAT your life really is. Look at all these people. They all have so many problems!

Start asking for referrals when somebody asks about your business.

As you are explaining your services, be sure to remember that they are listening for WIIFM.  Sounds like alphabet soup, but in truth, it will put soup on your table for a long, long time.

Enjoy!

Michael

Michael J. Maher, MBA, RE/MAX Hall of Fame, Chairman's Club, CyberStar, STAR POWER STAR, ABR, CRS
www.TheMaherTeam.com
We're not #1...YOU are.(r)
KC Direct: 913-287-HOME (4663)
Michael@TheMaherTeam.com

To Do/Action Item: Practice your answer to the "How's Business?" question 10 times right now to yourself.  Go ahead nobody's there.  Okay, I'll ask you, "How's Business?" 

Extra Credit: Set up an appointment with a networking associate, team member, employee, or family member and go through the entire conversation asking questions.  No statements. Only questions...answer their questions with questions.  You'll be amazed at how easy this is AND they'll tell you things you never would have guessed.  Enjoy!

 

Comments (1)

Steve Lauver
Nebraska Realty - - Papillion, NE
Omaha Realty -- 402-689-7550
Great blog posts.  Very inspiring.  I like your scripts for how's business.  I look forward to your posts in the future.
Nov 21, 2006 12:53 AM