Training The 1000 Yard Stare

Real Estate Agent with Keller Williams Realty

I had the opportunity a few weeks ago to conduct a training session where the students were supposed to memorize sixteen questions. They were to use the questions in an interviewing technique for a listing presentation, work it into casual conversation, and make eye contact. I had thought it would be simple as I do it in every transaction and work the technique into my every day conversations with people. I have essentially made it part of who I am.

During the interview I would watch the interviewers eyes and it looked like you could see their brain working as they would intently try to use the questions to make them sound natural as casual conversation between the seller and an a prospective agent.

They would stare, unblinking into their prospects eyes that the other role player I could observe starting to squirm. But they accomplished the task  and most now have used it successfully in their competitive listing presentation appointment and walked out with the listing at a higher brokerage commission and better price than they would of otherwise got.

Being in Real Estate is like being in the NFL. If you train, learn and implement what you know, you have a better chance to get where you need to be in life.  To be a starter in the NFL you need to train and hone your skills, it doesn't end there. You must keep sharpening your saw too.

But if you keeping doing the same thing and expect different results you will definitely be like in the NFL

"Not For Long"

Comments (4)

Rosario Lewis
DDR Realty - Newburgh, NY
GRI, SRES - DDR Realty - Orange County, NY
We all must practice, practice, practice before we attempt to use a technique on the unsuspecting public.
Nov 11, 2007 12:34 AM
Charles Pecka
Keller Williams Realty - Clarksville, TN


thank you for your posted comment

Nov 11, 2007 01:45 PM
Tina Helton
Anchor Mortgage - Clarksville, TN

Sounds interesting.. is that something that you went over in class?

Aug 01, 2008 08:08 AM
Charles Pecka
Keller Williams Realty - Clarksville, TN


In some of the tgings I look for during the role play evaluations such as the interview during the Listing presentation I look for those NLP keys that I teach in the class. For instance the where you need to reflect the mannerizms and speach of your client to help them feel more at ease. But doing it with out making it obvious, Yes that was covered in the classes you had attended.

Aug 02, 2008 01:04 AM