Wax On - Wax Off

By
Real Estate Agent with Riverside Homes

Wax On -Wax Off, Mr. Miyogi had it right.  

Karate

Do you remember the movie The Karate Kid?   This was one of my favorites from the 80's, where a handyman slash Martial Arts master teaches a bullied boy Karate and shows him that there is more to it than just fighting.  He had him spend hours rubbing wax on, then rubbing it off again. 

Well, The Kid, Daniel,  thought this was a total waste of time, but Mr. Miyogi had a deeper goal in mind other than shiny clean cars.  He wanted Daniel to practice the arm motions he would need in Karate.  He wanted him to master the arm motion technique so that this knowledge would be ahead of conscious thought.  No hesitation, simply implementation.

Home Sales, like combat, requires us to be prepared.  We need to master our presentation skills by practicing over and over and over again.  One of the first things we can do in preperation is recommended in Bob Schultz's "The Official Handbook for New Home Salespeople"   change our vocabulary.  For example:

Don't Say

AGENT - it negitivley makes customers think FBI or IRS ... Instead Say-REPRESENTATIVE

CHEAPER - it degrades value ... Instead Say-MORE AFFORDABLE

COST - it is always too much... Instead Say- TOTAL VALUE

DEAL - Lets make a deal - thinking that someone is going to get the short end of the stick... Instead Say- TRANSACTION OR GREAT OPPORTUNITY.

At Landon Homes, our representative are working on our presentations, vocabulary and respectful closing techniques.  I would love to share with our AR Community the lessons learned. 

 

Posted by

Marjorie Taylor, REALTOR

Marjorie Taylor, is a licensed Real Estate Broker representing Riverside Homes  and is a Certified Stager with VIP Staging and Home Management.  A community leader, active in the St. Augustine Regional Council, Taylor is past Director and Technology Committee Chairman of the St. Augustine St. Johns County Board of REALTORS.  A Certified Home Stager, she is professionally educated and trained, having earned the designations of CDPE, CRS, CSP, e-PRO, GREEN, GRI, TRC.  View the Model Homes in St. Augustine

Marjorie is passionate about St. Augustine and the needs of her clients. Past recipient of the Entrepreneur of the Year - Women’s Council of REALTORS St. Augustine Regional.

904-591-9121

MTaylor@MyRiversideHome.com

MyRiversideHome.com

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Rainer
120,115
Brian Schulte
Allison James Estates & Homes - Sierra Vista, AZ
SFR, Sierra Vista, AZ

Thank you Marjorie-san.  Tis the framework that sometimes makes the painting stand out. To enrich as to just inform.  It is not having to fight that really wins the battle.  To thinks before we speak.

Keep Smilin'

May 13, 2013 11:06 PM #1
Rainmaker
271,732
Marjorie Taylor
Riverside Homes - Saint Augustine, FL
New Homes in St. Augustine Florida

Thank YOU Brian, for putting that smile on my face today!

May 13, 2013 11:14 PM #2
Ambassador
2,568,154
Ed Silva
RE/MAX Professionals, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Good Morning Miss Marjorie, presentation is always key, and knowing which words to use and how to use them distinguishes us from the competition, especially at a listing presentation

May 13, 2013 11:20 PM #3
Rainmaker
271,732
Marjorie Taylor
Riverside Homes - Saint Augustine, FL
New Homes in St. Augustine Florida

Right, Ed, knowing what words to use and when to use them is key in mastering control of the sales (listing) presentation.  

May 13, 2013 11:35 PM #4
Rainmaker
974,759
Beth and Richard Witt
Long Island Cash Home Buyer - Huntington, NY
Long Island Cash Home Buyer 516-330-6940

I love all the Karate Kid movies and I love the word switches in your post... Happy Day Majorie

May 20, 2013 04:41 AM #5
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