Real Estate Blog - All I ever REALLY needed to know I learned from Floyd Wickman!

All I ever REALLY needed to know I learned from Floyd Wickman!

Reading a post, someone mentioned Floyd, and wondered if he is still around...Yes he is, but I haven't seen him in awhile, but it made me think of how much of what I learned way back when in Sweathogs, I still use today! I actually took the class THREE times, and once was lucky enough to have FLOYD himself teach a few classes!

Many a time I have been on an appointment, and stumped, and thought "what would floyd do, or what would floyd say"? Like the time Mr. seller set the appointment, I went over, they both were home, got through the entire thing, and then mrs. seller wouldn't sign....After "probe, probe, probe", it turned out, Mrs. seller wanted a divorce and hadn't told mr. seller yet! YIKES!!

And many a time I had something very automatic come out of my mouth and thought "that was floyd!". The basics of my practice came from Floyd!

I call them "FLOYDISMS"....

Here are a few of my favorites:

1. Work hard Play hard- don't sit at your desk and think of all you could be doing at home, and don't sit at home or at your kids ball game and be thinking of all you could be doing at work.... WHEREVER YOU ARE-BE THERE- When you are working work hard. When you are playing enjoy it!

2. I am not going over there to GET the listing, I am going to see if I WANT the listing! How true in TODAY'S MARKET!!

3. AWARENESS- You know how that is....when you get something, like a new car, and then all you see is that same type of car EVERYWHERE! They always were there, you just never cared before.

4. OHT's (objection handling techniques-for you non sweathogs :) like cross the desert, or shiny penny, no amount of advertising can sell an overpriced listing or "Pay peanuts get a monkey!"

5. Listings are the name of the game- I have swayed from this one some, in this market...I will take a commission check from sellers OR buyers!

6. "Is that a yes?"

6. And probably the one I have used more than any other: "I would"....when a seller or buyer is trying to decide what to do, and they ask what do you think- should I take care of that leaky faucet (or whatever)you offer "I WOULD"....and they always say "I thought so" or Yeah, you are right...and they take care of it!

I know I will think of many more....How about you? I know you Sweathogs are out there using those skills to survive this market! What is your favorite 'FLOYDISM"?

Posted by Pat Tasker on 10/13/2008 11:05 PM

Comments (16)

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16 Comments on All I ever REALLY needed to know I learned from Floyd Wickman!

OCT

2008

Pat,

Thanks for the post. I once listened to him over the Internet, and he intrigued me. So I went and bought his 101 Dialogs. Got the disks, put them in the drawer... and never listened to them. What a shame. Thanks for the post, I am opening the drawer.

Pat,

Great Post. I bought the disk. Played it few times. There are great ideas. There is a SMART program now just like SWEATHOG. I refused to part $950 for it for 7 classes for 5 hours each.

You should reconsider! When I took my first class, it was a LOT of money I did not have. But I scraped it together, and I made it back over and over. Each time I did the program (and paid that fee) I doubled my income or more! It is not just getting the information...you could just read a book, it is actually learning the material, practicing in class....I guess you just have to take my advice...it is worth it! Yes, the SMART program is his new program! Better than ever. And if Mary Johnson is the instructor I can GUARANTEE you will love it and make tons of money from it!

I absolutely LOVED my Sweathogs! I had my CDs in the car years ago, and when my husband sold the car he FORGOT to take my CDs out of the CD player! My favorite Floydism that I remember though, is the "I Would".... works great!

I know an agent that listed to the tapes (at the time cassettes) and WORE THEM OUT!!!!! She totally loves Floyd!

OCT

2008

Pat, great words of wisdom, I need to work on all of them, but #1 stands out, I need to be where I am! Thanks for sharing your Floydisms!

Amen! I too took the class at a time when I had to scratch to get the money. It's been 10 or 11 years ago and I still have those "Floydism" moments. I had had NO sales training or experience when I went into real estate. The things I learned helped so much. I think the one thing that stands out is that if I want more listings I can get them. The "Sweathogs" and Alumni Club classes are my standard for training now. Not many trainers measure up - Brian Buffini is one that does. Especially now we all need everything we learned from Floyd.

Floyd gave me the tools to get started. I still use the "wopens". Who, what, where, why, when are all great ways to get the seller to talk :) Thanks for the reminder!

Pat -

"When the Going Gets Tough, the Tough Get . . . Back to Basics!" is my favorite, and it's companion Floydism - "Adversity Breeds Success."

Great advice for this market!

And, don't forget - you learned and shared quite a bit from your friends and colleagues as well!

DEAN & DEAN'S TEAM CHICAGO

OCT

2008

My favorite has always been the acronyms....FBBT, LIST. I learned to control my kids by practicing FBBT.. fact, bridge, benefit, tie-down. It was great training!

Dick Beals

I haven't taken the Floyd Wickman course. The 'Floydisms' mentioned in your post are things I have heard, been trained with and applied through my real estate career though.

NOV

2008

What a great post Pat! It's so cool to see an entirely new generation of Realtors absorbing Floyd's message. My fave on your list: #6. "Zatta yes?" ;-)

I'm a sweathog grad. And by far my favorite is I WOULD. I use it everyday...

Jason, I actually took SH (for the lst of 3x) in 1991. I had 3 different trainers each time...Mary Johnson being my favorite! I just caught up with Mary this month on Facebook! Small world...

Scott, Another favorite of mine, that is reallllly important in this technology era is
"a picture is worth a thousand ......dollars!"

Dean, when the going gets tough is NOW! We will see what the fallout is after we renew licenses and board dues end of the year....

What a fun read.

FEB

Pat, I might be that agent who wore out the tapes. Not quite....but when my tape deck needed cleaning it was time for an oil change. 3000 miles.

I first took sweathogs in 1991 and then went to MSA every year, until just recently, (Travel is limited because of husband's health challenges. ) In my recent published book, Floyd is indexed 9 times.

One more Floydism: YOU GET BY GIVING

There is such a strong bond with those of us who have been touched by Floyd. It really is like family. Thank you for this post.

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