Let's rap about that

By
Real Estate Agent with Realty One Group # S.0190863

I was on a training call the other day and a strange thing happened. I went there to get trained. And still, in the end I ended up helping to do the training. Just one of those strange occurrences you never expect.

Still, while I was in the middle of this, an idea came into my mind. It actually, took something I learned from one source and combined it with something I learned from another source. And then in the end, I had a cheesy name for it as well. Who knows, I may have been trained in this 30 years ago, and yet I think this was the first time I ever combined the two into one.

The subject was talking with buyers before you show a home. By the time this part of the training arose, I had opened my big mouth during the Zoom call a couple times already and now the instructor was coming to me so often, it was as if I had become a co-instructor. It seemed to me that the point wasn’t quite reaching the students in a manner that made sense, this idea popped into my head and so I blurted it out.

“You need to R A P. Repeat, approve and probe”. The instructor asked what I meant. I replied, “The buyer says ‘I want to buy on the West side’ and so I reply, ‘You want to buy on the West side. That’s great. What leads you to want to be on the West side?’”

R A P does 3 things – 1) It lets them know that you were actually listening because you repeated what they said. 2) By approving you let them know that you are on their side. And 3) By probing you learn what is beneath the surface, what is driving that particular desire. I see you also allow their walls of defense to lower because you aren’t the adversary, you are the person standing alongside them.

Perhaps because I am a geek and I did sell in the 80s, I thought about phrases like “Let’s rap about that”. Yeah, I heard you groaning. Of course, some of you have no idea what that meant.

Next time you want to serve your client better and faster remember to R A P.

 Rocky Dickerson  Rocky Sells Vegas Peccole Ranch Summerlin Houses Sell My Summerlin Home What Is My Vegas Home Worth What Is My Summerlin Home Worth Peccole Ranch Houses Summerlin Homes For Sale  

 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 01/26/2021 01:00 AM
  2. Joe Jackson 01/18/2021 08:12 AM
  3. Ginger Harper 01/26/2021 08:56 AM
Topic:
Real Estate Sales and Marketing
Tags:
communication
third level questions

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Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Barbara Todaro thank you very much. It seems that this has struck a chord.

Jan 26, 2021 05:48 AM #33
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Grant Schneider and of course nopw that you mention it, I hear that delightful voice from Yazoo City, Mississippi

Jan 26, 2021 05:50 AM #34
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Brad Thomsen I like how the process of sales training has transformed away from the pressure tactics developed in the depression.

Jan 26, 2021 05:52 AM #35
Ambassador
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Alan May
Jameson Sotheby's International Realty - Evanston, IL
A moving experience!

I totally understand the eyeroll, but you have to do whatever works for you.  If rapping works for you, I'm all for it.

Jan 26, 2021 05:52 AM #36
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Paula McDonald, Ph.D. and you know (don't tell anyone else) it could be used on family members too

Jan 26, 2021 05:53 AM #37
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Alan May seems that this is a skill that is always  useful. Thank you for your support.

Jan 26, 2021 05:59 AM #38
Rainmaker
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Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Hey Rocky,
I learn something new about myself every day. All these years I thought I disliked RAP and yet I've been happily doing it for a long time.  Who knew?  Love the easy to remember acronym.

Jan 26, 2021 06:10 AM #39
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Carol Williams you see? you were one of the great rappers and hadn't realized it.

Jan 26, 2021 06:25 AM #40
Rainmaker
725,082
Pat Champion
John Roberts Realty - Eustis, FL
Call the "CHAMPION" for all your real estate needs

I read your post from a reblog by Roy. I wanted to stop by to let you know I enjoyed the post. Have a great day!

Jan 26, 2021 08:17 AM #41
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
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Good morning Pat Champion thank you very much for stopping by and leaving such a kind comment. I appreciate that.

Jan 26, 2021 08:56 AM #42
Rainer
191,300
Adam Feinberg
Elegran - Manhattan, NY
NYC Condo, Co-op, and Townhouse specialist

I was a training manager/corporate trainer prior to becoming an agent. I often find myself adding to the class. Even when I am intentionally biting my tongue not to speak, I am still often interjected into the training one way or another. 

Jan 26, 2021 09:00 AM #43
Rainmaker
1,605,127
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Rocky Dickerson, without knowing, I've been rapping for many years. Not everyone likes to talk in person, thank goodness we have text and email but of course, the principal is the same. 

Jan 26, 2021 09:12 AM #44
Rainmaker
279,022
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Adam Feinberg it can be embarrassing when you are there to learn and yet you are more comfortable teaching the subject than the "trainer" is

Jan 26, 2021 09:17 AM #45
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Beth Atalay I commend you if you can accomplish this by text or email. I find I don't do nearly as well without my tonality inflections. I should find out your secret.

Jan 26, 2021 09:18 AM #46
Rainmaker
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Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

I could totally see that working in todays enviroment.

Jan 27, 2021 06:24 AM #47
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Charles Stallions yes I suppose especially intoday's market, listening and making the client feel heard is important.

Jan 27, 2021 06:34 AM #48
Rainmaker
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Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good afternoon Rocky Dickerson,

Loved this post and so glad to see it featured. A real lesson in selling..if you aren't listening and following these tips you are not serving your client well.

Jan 27, 2021 11:51 AM #49
Rainmaker
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Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Dorie Dillard CRS GRI ABR I couldn't agree more. Especially in these days of not listening, just arguing.

Jan 27, 2021 12:16 PM #50
Rainmaker
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Gwen Fowler-864-638-3599 SC Mountains Lakes Homes
Gwen Fowler Real Estate, Inc - Salem, SC
Gwen Fowler Real Estate, Inc.

I like it, I think it's a good lesson to teach younger realtors things like this always stick with them well

 

Jan 29, 2021 10:55 AM #51
Rainmaker
279,022
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hello there Gwen Fowler-864-916-2019 SC Mountains Lakes Homes I agree sharing the lessons we have learned with yournger agents brings me a rush

Jan 29, 2021 11:41 AM #52
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