Home : Blogs : Jennifer Allan, Author of Sell with Soul : Selling Soulfully with Jennifer Allan

Your Elevator Speech

The new agent asks... "What can I tell people about myself in 30 seconds that will make them want to work with me?"

That's a tough one. I've seen some pretty creative answers. Most answers center around bragging about one's expertise, one's helpful nature and one's successes.

Hmmmm.

I'm trying to think of a time someone bragged to me about themselves and I was so impressed I asked for their business card. Can't think of one. We human beings tend to be contrarians and will argue (at least mentally) with just about anything. Tell me how great you are, and I'm already thinking of reasons to disagree with you.

So, what do you say to someone you just met to motivate them to want to know more about you?

Try this secret phrase.

"I'm a real estate agent!!!"

If you announce it with your shoulders back and a big smile on your face, like being a real estate agent is the coolest job in the whole world...it's magnetic. People will be irresistibly drawn to you and can't help but want to know more about you.

Unfortunately, it doesn't work if you fake it. If you don't love your job and don't think it's the coolest in the world... no one else will either.

But if you do love your job and think you're pretty darn good at it... try the secret phrase a few times and let me know how it goes.

Jennifer Allan, GRI

Subscribe to
The Daily Seduction
Tips & Inspirations to Generate Business from the Very Important People Who Know You

Posted by Jennifer Allan, Author of Sell with Soul on 04/15/2007 10:46 AM

Comments (42)

Elevator Speech in the Sales Strategies / Tactics Channel

soi, sphere of influence, all blogs elevator speech, prospecting

Originally posted at: Selling Soulfully with Jennifer Allan: Your Elevator Speech

Post is included in group: Selling Soulfully
Post is included in group: Realtors®
Post is included in group: Real Estate Rookie

42 Comments on Your Elevator Speech

APR

2007

Amen!

I Agree! Be proud of what you do!

Jennifer,

I just love your style. I always have one of those ah-ha moments when I read what you written or in this case, I see again for the 1st time.

Thank you

I agree Jennifer. Especially with the market changing and the media bashing the housing market people have questions and want answers. Its a great opportunity to come across as the expert!!

Secret Agents eventually learn not to be Secret Agents - or they go out of the business. Thanks for the reminder to be proud of what we do!

Absoltely! I had an insurance agent who worked for my in my previous career who when I asked what he did he simply stated, I am in the insurance business and I make your family rich when you die! He was an gruff old crumugeon and he made people laugh with his answer, but he loved what did, he was proud of what he did, he kept in touch with his clients for decades and with out fail...he was always in the top 10 for production for the company for over 37 years. The moral of the story is no matter what you do, do it well. As a real estate agent be proud of your work and always answer with a smile "I am a REALTOR, I make people's dreams come true!" people feel good about you because of your attitude even if you are a rookie who has never had a closing!

Jennifer, you are a great writer! I love the simplicity of this. It's a great reminder for us to be proud of what we do without beating others over the head with it. ;o)

Good 'nudge' for us that are trying to be under cover or timid about what we do!

You are right Jennifer, don't be cheesy or fake. If you enjoy what you do, being happy and content with your profession is natural and people are drawn to you.

You make a good point. The sad part here tho is that by in large, these folks are not wrong. Most of "US" are not terribly competent at being real estate agents.

I do believe in having pride in what you do, and the spirit of your post points us all in that direction. No matter what we do tho, we always seem to have that initial uphill battle to get past the reputation that has been laid before us by those less dedicated than others.

I just joined Active Rain the other day and I am so glad I found the site, and especially this group! I feel like my philosopy is on these pages, and I am very proud of what I do. I have been in the business almost two years and I am very happy, but I often do have trouble promoting myself because of the public perception of realtors. I actually already wrote in my planner to have my next blog entry on this topic too. Thank you for the encouragement!

Well, Christina, I look forward to your thoughts on the matter!

I struggled with that problem too. I hated the public's perception of our industry and every once in awhile found myself almost apologizing for myself when asked what I did. Kind of like "Well, I'm a real estate agent, but, but, but... I'm a good one!" Of course, I didn't actually say that, but it's what I was thinking.

What helped me forget about our, (let's face it) less-than-stellar reputation was to work from home. I rarely went into my real estate office, so I was hardly ever faced with the realities that some real estate agents are just plain "icky." By working from home, I created my own little world of real estate, with my own rules and philosophies!

APR

2007

I plan on saying "I am a REALTOR and I LOVE IT!" because I really do.

Well...so far. LOL!!! I've only just begun!

Hi Jennifer, sometimes it seems like everybody and their brother sells real estate. Not only that, your cousin...you know the one, the guy who's gotten fired from every job that he's ever done, backed in to Grandma's 4X4 (you are in Alabama, right?) and never paid her for the repairs, etc.. Well, you just got that "I just wanted to announce that I recently got my real estate license" letter in the mail.

Well, sometimes it is a bit hard to hold your head up high. That said, if it's done right, this is a wonderful field of endeavor with a ton of opportunity to make a difference in people's lives. Great Post!

R.B. "Bob" Mitchell

ValueList Real Estate Services, Inc.

APR

2007

I agree with you Jennifer, I'd tell them I'm a real estate agent, then instead of bragging I would ask them what they do, and start to build a rapport. Great post!

Jennifer, This has been a bit of an eye opener for me. I'm a home stager who wants to get to know better how real estate agents work and how they think. I've had dealings with several different real estate agents over the years as we've moved from state to state. In all that time we have only had one "bad" experience and even that wasn't all that bad. I was so surprised to hear so many of you saying the public has a bad impression of your chosen field. Wonder how I missed that. It doesn't matter, I guess. I'm not ignorant of the fact that some real estate agents are stupid or lazy or rude or any number of other bad things. I think they won't be real estate agents long. Because for a real estate agent to succeed he or she must be quite smart, energetic, polite, have a sense of humor, and be able to sort out what I want, what I can afford and how much I'm willing to put into making a deal work. I am a home stager and I help people move on with their lives. Thanks for letting me butt in here.

I never liked the idea of a "30 second listing presentation". I can just see everyone running from me if I did that. People ask what I do and a simple "I sell real estate" or "I am a Realtor" works better. It really opens up a conversation. I say those four simple words and shut up and then THEY start asking me questions. I am not reaching for my card or asking if they have a need I just let them know what I do.

APR

2007

Brent - I love your description of the agonizing head nods! That's it exactly!!

JUL

2007

Jennifer,

Although i'm not an agent, I have found that in staging the same holds true. if people see that "i have the coolest job in the world" look on your face and in your body language, they can't help but be interested in it. You have to create that magnetism with the way you feel about your job. And the right people will be attracted to that. like how your writing, Jenn, and your passion for it is magnetic..

Shawn

Shawn,

I'm a writer and it's the coolest job in the whole world!!!!!!

JUL

2007

I am still laughing about this...if only I had seen this 3 years ago! When I started with my brokerage, I attended a lot of training classes; one of our assignments WAS the 30-second elevator presentation. I was so terrified of the idea of not only having to come up with something but of having to stand up in front of my peers and "present" it, I didn't go to the next class -- in fact, I didn't go to the office for the next week, just in case my manager mentioned it to me! Anyway, thanks for this.

AUG

2007

I enjoyed reading this post as well as the comments that you have received. Thanks.

SEP

2007

Jen, I like the idea of the elevator speech. Many times that first 30 seconds, of first few minutes are critical in creating an impression.

We should have a 30 seconder at the ready, and yes we should mean what we say!

SEP

2007

It almost doesn't matter what you say... as long as you say it with enthusiasm and confidence!

OCT

2007

Here is the link I tried to embed as a comment. http://www.youtube.com/watch?v=qhpI6MMurws

Let me think about creating a new Post that embeds it. In the blog letting the agents post there "Elevator Speech"

I know we all used scripts. How many people have actually practiced their "Elevator Speech".

Positive affirmations...............!!!!

NOV

2007

And for goodness sake don't pronounce it Real-A-Tor

What I say is I'm a real estate agent & I have the best job in the whole world! Once I used REALTOR &the person asked me what's a REALTOR?

LOL

NOV

2007

Unbelievably simple and true...why do we try to complicate things????

Now I have to get your book......said with my shoulders back and with pride..

I say I'm real estate consultant, and for me it is the best job in the world!

FEB

2008

A truly great way to introduce yourself...

Now what am I???

I am out finding myself... if I return before I get back, please keep me here...

Gotta luv it...

MAR

2008

I'm the worlds worst at elavator speches. so bad that I started a networking group to practice. that is the truth.

Looking forward to reading more post.

Andy Jones,"I'm an Insurance Agent" It even works in my signature.

Shelter Insurance Companies
130 Seaboard Lane. A-12
Franklin TN, 37067
"I help people plan for financial uncertainty

"I'm a Marketing Technologist!" I'm going to play with it at my next introduction and I will use enthusiasm when I deliver. I think I need to add a benefit with it to make it credible and tell the other party what is in it for them.

Or am I thinking too much! This old dog want to learn a new trick.

MAR

2008

Andy - yeah, I like it! Simple... but it gets the point across...

Thinking too much? Always... So... what is a Marketing Technologist? Sounds intriguing!

APR

2008

So very true! An honorable profession deserves a proud and honorable answer.

APR

2008

Jennifer, I did just that with someone I met on a plane. Left it at that, and a few minutes later (after some small talk), he asked for my business card. It works.

Bruce - Yeah! As long as you're proud of what you do, others will be intrigued.

Bob - I love it when things work the way they're s'posed to, don't you?

Jennifer, you are right, nothing sells like enthusiasm. It is contagious.

JUL

2008

Yes...it is always more fun to work with someone who loves thier career...and you usually get better results, too! I love the simple "elevator speech". No need for a speech!

JUL

2008

I LOve it!

Richard David

_________________________________________________________________________________________________

Keep up the good work J!

Richard David

Federal Funding

Dallas,Texas

richard@fedfund.us

Federal Funding

Commercial Investment Advisors • Loan Originators • Lenders • DPA Providers

SEP

2008

Hi Jennifer,

I enjoyed your post on writing an elevator speech. It was well-written and quite informative. Congratulations on a job well done!

I just made a post on crafting an elevator speech. I use a three-step process that follows a problem/solution/referral method that works for virtually any situation. Perhaps you can give a a try and let me know how it works for you. I appreciate your feedback.

Best regards,
Glenn Andrew
http://glennandrew.com/crafting-an-elevator-speech/

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?