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