Real Estate Sales Training - The Words and Philosophy of Yogi Berra - Communication is the Key

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Yogi Berra - Real Estate Sales Training 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:

The eleventh installment of the Yogi Berra Real Estate Sales Training Series starts with the quotation "Don't get me right.  I'm just asking."  Yogi Berra had one endearing quality to players, fans and umpires alike - the ability to make small talk.  He had the innate ability to make small talk.  He wasn't being unsportsmanlike when he talked to batters and umpires alike.  He never talked during the pitches.  However, he did talk before and after the pitches.  Yogi Berra would often get comments like "Yogi, don't talk to me" to which he would respond "If you don't want me to, I'll never talk to you again" which would then prompt a conversation.  Yogi Berra believed that communication was an important part of the game and used it most to discuss situations with his pitchers.

Real Estate Sales Training

So, how does this Yogi Berra quotation relate to real estate sales training?  Well, Yogi Berra understood that communication is the key to business.  It can range from small talk with other players to discussing situations with his pitchers to setting the right tone as a manager.  Here are some thoughts on how these concepts relate to real estate sales:

  • Break the Ice with Small Talk and Humor.  Yogi Berra mastered the art of small talk and used it to his advantage.  He also used humor to break the ice.  In real estate sales, humor and small talk can be extremely useful tools to develop rapport.  It is amazing how often deals aren't reached because the parties become antagonistic and negotiations just stop.
  • Customers Crave Communication.  In today's age, communication takes various forms from in-person discussions to telephone calls to e-mail and more.  Customers want to be informed.  Even if they don't respond, they sincerely appreciate being kept apprised of each step taken in a transaction.  Often, customer complaints center more on a lack of good communication than a lack of action by the real estate agent.
  • Marketing Starts and Ends with Good Communication.  Marketing doesn't have to be expensive.  It can be simple as a handwritten note, periodic e-mails or even a simple telephone call.  If you want to have customers, you have to talk to them.
  • Anticipating Issues.  Yogi Berra was a great catcher because he knew batters and discussed situations with his pitchers.  Good teamwork starts with good communication.  In real estate sales, it is important to identify issues and discuss situations.  There is nothing wrong with a reminder note sent to a title company or lender or even another agent.  We may not be responsible for solving a problem.  However, it is our responsibility to anticipate problems.  It all starts with gppd communication.
  • Communicating Expectations. As a team leader or manager, it is important to set the right tone and create realistic expectations and goals.  To do so, it is important to communicate what is expected from each agent or team member.  When the communication stops between managers and players or brokers and agents, it's time to switch teams.

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.

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PREA Signature Realty is a full service brokerage located at 1709 Park Avenue in the Lafayette Square neighborhood of the City of St. Louis.  PREA Signature proudly serves the following city neighborhoods:  Lafayette Square, Soulard, Benton Park, Benton Park West, Downtown Loft District, Forest Park Southwest, Central West End, Tower Grove East, Tower Grove South, Compton Heights, Shaw, The Hill, Dogtown, Carondelet, Holly Hills, St. Louis Hills, Dutchtown, and the Other Historic Neighborhoods of the City of Saint Louis, Missouri. 

The opinions expressed herein represent the opinions of the author only and do not reflect the opinions of PREA Signature Realty.  All photos and written content were produced by PREA Signature Realty.  All Rights Reserved - PREA Signature Realty (2009).  This content may not be reproduced or reprinted, except for Active Rain re-blogging, without express written permission of PREA Signature Realty.

For more information, visit our website at or contact Ryan Shaughnessy at 314-971-4381 or send an email to


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Tony & Darcy Cannon
Aubrey and Associates Realty - Layton, UT
The C Team

Ryan, I haven't stopped and commented for a couple of days, and I missed it.  I love this series, keep up the good work!

Aug 26, 2009 06:41 PM #1
Ryan Shaughnessy
PREA Signature Realty - - Saint Louis, MO
Broker/Attorney - Your Lafayette Square Real Estate Partner

Thanks Tony.  I am back from Austin and plan a few more of these posts.

Aug 29, 2009 01:02 PM #2
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