I just spent the last 2 days at a pretty intense leadership training workshop for the Council of Residential Specialists in Phoenix. Attendees were folks who are going to be 2010 Presidents and President-Elects for local CRS Chapters around the country. Almost every CRS Chapter was represented, with about 100 people in attendance.
The focus was on:
- getting to know each other
- exploring best practices in chapter leadership around the country
- discussing both existing and new but effective recruiting strategies to grow our respective memberships
- looking for opportunities in this economic downtown
- gaining a broader perspective of Chapter leadership within the larger CRS organization, and understanding roles and responsibilities from a procedural perspective.
Day 1 was highly interactive, to share ideas and best practices, and strategize about new processes and procedures we can implement to benefit our members and better enable them to be successful in their real estate businesses in the challenging markets we face.
While much of the learning was focused more on the leadership, there were some valuable lessons that could benefit clients.
To say this was a mild mannered, passive, quiet group of agents would be a mistake. I observed some behaviors that I felt (and others, too) were inappropriate or distractive to the task at hand.
In any case these behaviors did not contribute in a positive way to a good dialog and sharing with the groups. That being said, the multiple small group interactions were instructive on a variety of fronts, with some observations, and lessons, for working with clients.
DON'T DOMINATE THE CONVERSATION
Everyone likes to be heard, and to share their perspectives, but unless you are talking with yourself there are others involved - hence the name dialog. No one like a domineering person, except that person. The know-it-all is always right even when they are wrong, but of course no one can tell them that.
LISTEN TO WHAT OTHERS ARE SAYING
This is enable you to respond appropriately to their question or statement instead of saying something that implies you didn't pay attention, or don't care, about their perspective. REALLY listen.
ASK QUESTIONS FOR CLARIFICATION
This will ensure you understood correctly, or if you did not.
This will help let the client know you heard and what you thought, for example if they asked a great question or provided a perspective you had not thought of. It also works to double check in what you hear them saying.
TRY TO NOT BE NEGATIVE
Do try to put a positive spin on a negative situation or provide a more diplomatic way of saying something that may be a critique or unpleasant topic that must be shared. Negativity doesn't help anyone and just makes the situation more unbpleasant.
KEEP IN MIND THE AGENDA AND PURPOSE OF THE DISCUSSION
In the case of clients is probably finding out what their needs and concerns are so you can help, answering their questions, and providing information they need to make informed decisions, among many other things. Put your personal agenda away. It won't help the relationship and can be a turn-off.
If I can provide more information about Carlsbad real estate and surrounding areas, or the housing market in general, or otherwise assist you in your homes search, please contact me by phone or text at (760) 840-1360 or email me at JDowler@remax.net.
All content copyright © 2009 Jeff Dowler Carlsbad Homes and Real Estate Tidbits