{"id":12532,"date":"2010-07-01T12:02:42","date_gmt":"2010-07-01T19:02:42","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=12532"},"modified":"2010-07-01T12:02:42","modified_gmt":"2010-07-01T19:02:42","slug":"the-magic-words-what-youre-sayin-is-makin-a-lotta-sense","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/12532\/the-magic-words-what-youre-sayin-is-makin-a-lotta-sense\/","title":{"rendered":"The Magic Words – “What You’re Sayin’ Is Makin’ a Lotta Sense”"},"content":{"rendered":"

Regardless of how someone may have found you, one day you get an email or a phone call from them. Assuming they’re not a referral, you’ve already developed a modicum of credibility in their eyes — why else would they be talkin’ with ya? So the first phone conversation begins with them introducing themselves and the reason for the contact. They’re serious campers, but haven’t decided which pro, if any, they’d like to use. <\/p>\n

How does that first chat usually work out for ya?<\/strong> <\/p>\n

This was the question with which I was pounded daily as a newbie, and one I often ask of those I occasionally mentor. <\/p>\n

Those conversations, in my experience, are what makes or breaks real estate agents\/brokers.<\/strong> If that first conversation doesn’t gain traction with the potential client, it’s highly unlikely a second chance will present itself. So, what approach do you take? Are you Zig Ziggler using 1,001 closing questions? You realize cars don’t have carburetors any more, right? (And the first 20-something who asks what a carburetor is gets booted.) \ud83d\ude42<\/p>\n

I has a suggestion — try makin’ some sense.<\/strong><\/p>\n

How are you comin’ across to potential clients — like every other ‘TopProducer’ they’ve been bored by the last 10 days? Folks come to pros for one main reason among many — they want you to have forgotten more than they know about the subject at hand<\/em>. Most of what passes for intelligence from the typical agent in these ‘dialogues’ is exactly what Charlie Brown heard when his teacher was talkin’ — blah blah blahdy blah — BS BS BS.<\/p>\n

It’s not about us.<\/strong> Everyone says that, but from where I sit, and what new clients actually tell me, is that the agents with whom they’ve spoken simply haven’t walked that talk. <\/p>\n

It’s about the hands-on difference we can make when the Firestones hit the pavement. Most of the time, early in my career, I was embarrassing myself more than I can possibly imagine, and I thank the Lord I was blissfully unaware. “We’re the best” “We sell SO many homes…” “Our ad budget is ginormous” And Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Regardless of how someone may have found you, one day you get an email or a phone call from them. Assuming they’re not a referral, you’ve already developed a modicum of credibility in their eyes — why else would they be talkin’ with ya? So the first phone conversation begins with them introducing themselves and […]<\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[212,10],"tags":[],"class_list":{"0":"post-12532","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-flourishing","7":"category-realty-reality","9":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":13918,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/13918\/sharks-pilot-fish-dinosaurs-and-wishful-thinking\/","url_meta":{"origin":12532,"position":0},"title":"Sharks – Pilot Fish – Dinosaurs – And Wishful Thinking","author":"Jeff Brown","date":"January 17, 2011","format":false,"excerpt":"Don't ya love it when a new way to call something old catches on? Smallish independent real estate brokerages are now often referred to as 'indies'. Due to lower operating expenses, more agents working at home, and a perceived technology gap the size of the Grand Canyon, they'll be an\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2346,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2346\/marketing-firms-any-chance-of-ever-hitting-above-the-mendoza-line\/","url_meta":{"origin":12532,"position":1},"title":"Marketing Firms — Any Chance of Ever Hitting Above the Mendoza Line?","author":"Jeff Brown","date":"December 10, 2007","format":false,"excerpt":"First, for those of you now wondering what the heck the Medoza Line is, here's the short version. I come from the Mario Mendoza school, not Minnie Mendoza, as Mario was actually a major leaguer for nine years. Anyway, all it refers to is Mendoza's consistently inept performance at the\u2026","rel":"","context":"In "Group Therapy"","block_context":{"text":"Group Therapy","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/group-therapy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":952,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/952\/its-time-to-take-the-lead-lets-turn-the-lights-on-now\/","url_meta":{"origin":12532,"position":2},"title":"It’s Time To Take The Lead — Let’s Turn The Lights On Now","author":"Jeff Brown","date":"January 29, 2007","format":false,"excerpt":"Growing up I remember the almost genteel civility practiced by my grandparents and their generation. Topics that today would more likely than not incite harsh tones and words, were discussed, even debated without rancor or a mean spirit. I handle myself with their model in mind. Sometimes my calm demeanor\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":15924,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/15924\/you-might-be-a-bloodhound-if-you-do-an-intro-video-like-this\/","url_meta":{"origin":12532,"position":3},"title":"You might be a Bloodhound if…you do an intro video like this.","author":"Eric Blackwell","date":"April 24, 2012","format":false,"excerpt":"In the world of Google upheaval that I have lived through in the past couple of months, I have consumed my share of Diet Mt. Dew and aspirin. So to cure my headache and to continue to contribute to all that is good in the real estate conversation, I offer\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":13017,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/13017\/nobody-cares-about-your-m-o-till-they-see-its-skinnin-cats-big-time\/","url_meta":{"origin":12532,"position":4},"title":"Nobody Cares About Your M.O. ‘Till They See It’s Skinnin’ Cats Big Time","author":"Jeff Brown","date":"August 17, 2010","format":false,"excerpt":"In almost every baseball game you'll ever see, there comes a point when the starting pitchers run into a situation on which the game's outcome will likely pivot. Take last night for instance -- the Padres\/Cubs game in Chicago. Padre's starting pitcher Keven Correia had a rocky first inning. The\u2026","rel":"","context":"In "Flourishing"","block_context":{"text":"Flourishing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/flourishing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":745,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/745\/you-think-you-have-a-handle-on-russell-shaw-bet-you-dont\/","url_meta":{"origin":12532,"position":5},"title":"You Think You Have A Handle On Russell Shaw? Bet You Don’t","author":"Jeff Brown","date":"December 7, 2006","format":false,"excerpt":"You've maybe met a 'mega-producer' or two. I've met my share, and in their own ways they're all pretty impressive. Russell breaks the mold -- no, he smashes the mold. There are two things you realize after talking with Russ longer than a few minutes. He knows who he is\u2026","rel":"","context":"In "General"","block_context":{"text":"General","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/general\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/12532","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=12532"}],"version-history":[{"count":1,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/12532\/revisions"}],"predecessor-version":[{"id":12534,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/12532\/revisions\/12534"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=12532"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=12532"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=12532"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}