3 Reasons Why You Need an Elevator Speech

Real Estate Agent with Samsel & Associates 0790808

File:ESB Elevators.JPGAn elevator speech is a 30-120 second explanation of what you do that you may make to a person you meet in an elevator, perhaps, or at the checkout line at the grocery store or just about anywhere. Many professionals have scripted and rehearsed elevator speeches that they use to tell people they meet why they're the best person for the job. Do you have one? Here are the top 3 reasons why you need to have one:

1. First Impressions last. You only get one chance to make a good first impression on a potential client or referral. If you don't capture their interest in the first casual meeting, you're not going to get a second meeting.

2. Your next client is out there. There are, literally, dozens of people you run into on an average day and odds are at least some of them could use your services. The guy at the dry cleaners, the neighbor of the home you're showing, the clerk at the deli - any of them could be thinking of hiring a real estate professional and it could be you if you make the pitch right.

3. People refer people who remind them to refer them. Keep your name and what you do  fresh in the minds of the people you see on a frequent basis so that if they're in a position to give a referral, they think of you immediately. Tell the people you see often what new trend in short sales you've observed and they'll think of you if someone asks them about short sales later that week. 


Elevator speeches, like elevators, can help you get where you're going!

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~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email TeamZuhl@gmail.com.


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All opinions, information and data provided is deemed reliable but is subject to errors and omissions. Not intended to solicit other Brokers' clients. We cooperate with them fully. 


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Lester Wilkins
Blue Water Home Loans NMLS# 166527 - Port Huron, MI
I couldn't agree more. As a matter of fact, the Harvard Business Review published an article about this. I will Pom for it.
Apr 08, 2012 11:13 AM #2
Richard Wilson
Cherry Creek Properties, LLC - Colorado Springs, CO
Town or Country, in Colorado, we do it all.

Great advice!  We always need to be prepared because most people find the real estate market interesting.    They always want the inside skinny on what is going on.  Always have a few stats memorized also!

Apr 08, 2012 12:56 PM #3
Bob & Leilani Souza
Souza Realty 916.408.5500 - Roseville, CA
Greater Sacramento Area Homes, Land & Investments

Wayne and Jean Marie, thanks for the reminder I needed to polish up on my elevator speech...so far, I've been just winging it! :)


Apr 08, 2012 05:58 PM #4
Sally Lewis

This is great advice.  I belong to a BNI group here in the Buffalo WNY area and we have to give a 60 second elevator speech each week.  I find it hard some weeks to come up with new material to keep it fresh.  Any ideas?

Apr 09, 2012 01:02 AM #5
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Area Real Estate

I should have one & I've been saying that for 20 years.  Let me tell you a painful story once at a Tony Robbins seminar that I had.  Whatever Tony was talking about we had to pair up quickly & give a 30 second 'elevator speech' on why you are the best xxx for the job.  Then your partner had to evaluate you based on a criteria if you were effective.  (Buzzer noise) YOU LOOSE LYN.  The guy was honest & told me right to my face that he wouldn't buy a house from me based on my speech - I was mortified but learned something valuable.  It pays to be prepared & that's just what an elevator speech is.

Apr 09, 2012 01:20 AM #6
Travis "the SOLD man" Parker; Associate Broker
Team Linda Simmons, Enterprise, AL 36330 - Enterprise, AL
email: Travis@theSOLDman.me / cell: 334-494-7846

Along with the other Elevator Speech blog post - EXCELLENT idea. Thank you!!


Apr 09, 2012 01:24 AM #7
Rachel Tipton
KingOne Properties International - Pawleys Island, SC

Agreed! I have been in many situations where I kicked myself that I did not have a better elevator speech. I am working on it today and going to get it in my routine!

Apr 09, 2012 01:25 AM #8
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Elevator speeches are something we can use multiple times a day to let those around us know what we do.

Apr 09, 2012 02:13 AM #9
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

I try to keep my elevator speeches under 30 seconds or less. My elevator speech must be informative yet concise while asking for the opportunity to be of service. The reaction, I'm looking for is when they ask me how do I do that?

Apr 09, 2012 02:35 AM #10
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Wayne and Jean, guess I should have read this one first.  But I already knew I needed one.  Your 2nd post told us how to create it!

Apr 09, 2012 03:09 AM #11
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Good reminder. I've been saying I need to work on an effective Elevator Speech for a while now. Something that is short, stands out, and really captures their attention. Im going to check out your other post to pick up some ideas.

Apr 09, 2012 07:15 AM #12
Alan Mackenthun
Bridge Realty - Shakopee, MN

Good point, but I'd say a 2 minute elevator pitch is way too long.  30-60 seconds should be plenty.  It should be short and sweet planting an anchor in the target's head regarding your value.

Apr 09, 2012 07:47 AM #13
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams fox cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Thanks for the important article Wayne and Jean, I needed that reminder and I will brush up on mine today.

Apr 09, 2012 08:08 AM #14
Sylvie Stuart
Realty One Group Mountain Desert 928-600-2765 - Flagstaff, AZ
Home Buying, Home Selling and Investment - Flagsta

It's very helpful having a set speech that you can use for brief encounters with people. Something interesting that doesn't come off as "salesy" but is genuine, is always good!

Apr 09, 2012 09:23 AM #15
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Good reminder.  Even when we know our topic well learning to be concise is a good thing.

Apr 09, 2012 01:16 PM #16
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

Double down.  Glad I got one.  I'm going to talk to my sales coach and owner of company about my pitch.

Apr 09, 2012 02:52 PM #17
George Navarro - The Right Choice 310-378-2268 (Call Realty)

We absolutely should be prepared to make the most of the brief encounters.  A smile and cheerful greeting, is a great starting point. 

Apr 10, 2012 12:52 AM #18
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA

Wayne and Jean Marie:

Yes, an elevator speech is very important.  It's what we say when we are asked what we do.  We want it to be good and memorable.

Apr 10, 2012 01:52 PM #19
Jairo Arreola
Lotus Group Realty - San Jose, CA
VA Home Loan Specialist - SF Bay Area - South Bay

Great Tips. We always have to be ready because you never know who you might run into.

Apr 14, 2012 02:31 PM #20
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

I love the analogy and the idea of asking for referrals. I've been doing that a lot lately.

Aug 12, 2014 04:46 AM #21
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