Jan Hargrave's Let Me See Your Body Talk

As a real estate agent, your financial success depends on building and maintaining a network of prospective clients. And according to Mr. Tijerino many of these relationships have to be maintained. “Without Communication there’s no money, so you have to go out there and start meeting new people always!” in real estate Communicating with people seems to be the key to be successful real estate agent. It is certainly key to keep in contact with your buyers as a real estate agent but Mr. Tijerino told me it’s not always about you talking you also have to be a good listening, he told me one of the most important skills in involving real estate is to listen

A. It is important to observe an indviduals reactions when communicating to gauge how people are feeling in the situation. Some people may have barriers when it comes to communicating such as personal space issues. It is imperitive to make the client feel as comfortable as possible when communicating, if the person looks to be feeling uncomfortable with how you are communicating they may not be taking in the information you are giving them putting them at potential risk or if it is the client that is giving the information they may be holding something back again putting them at risk.

One of Jordan Belfort’s best qualities was being able to motivate his brokers into being the best that they could be. In a series of powerful and rambunctious presentations, he would rile up his young brokers through words of confidence and body language that had everyone enamored. His body language was performed through a series of ridiculous actions such as banging a microphone against his head, dancing with fellow coworkers, and jumping up and down with joy. In the interaction of face to face communication he stressed the four key elements of speech which are voice quality, style, word choice, and adaptation (Flately, Rentz and Lentz 272). With a fierce and empathetic voice quality, Jordan Belfort was able to connect with his employees effectively and echo a sound that affected the listener’s experience in a positive way. The style in which he conveyed confidence captured the minds of his tenacious brokers. He preached words of wisdom like “Are you behind on your credit card bills? Good, pick up the phone and start dialing,” or “There’s no nobility in poverty. I’ve been a poor man, and I’ve been a rich man. And I choose rich every time” (Scorsese, Wolf of Wall Street). The appropriate word choice was used in order to convey a particular message and to

The most formidable aspect in real estate has to be maintaining one’s career. Although there are many agents in this career field, the competitive environment portrayed daily makes this career one that may prove to be unsuitable for the meek. Negotiations, persuasion, debate and often a frequent contest for supremacy in the agency are recurring tasks when trying to sell property to clients. One could think of this as similar to the board game “Monopoly”, in reverse. Rather than trying to own all the property around, these “players” attempt to sell as much land as they possibly can. Those who fail to recruit an adequate amount of clients find it hard making it “past go” and often fail in the agency or, much worse, lose their jobs.

The ability to communicate is one of the key factors to have a successful business. You could offer an excellent product or service, but if you’re unable to promote your services and communicate effectively with clients and co-workers the potential for growth is limited. The principle areas of communication are: Purpose, Style and listening.

To enable the client understands what you say you should keep to conversation short and simple, ask the client to repeat or rephrase the information you have just given, look at the client and see if they are listening as sometimes when communication a confused person may not be able to understand and start to ignore the information so it is important to keep eye contact with the

Firstly, it is a skill that many possess in dealing directly with the client. First impressions are very important, but it is also important to be able to maintain that good first impression throughout the project. It is important to be clear and be able to be understood by the client to limit confusion on what the client is looking for or expecting.

If Century 21 Sussex and Reilly would like to stay a full-service real estate firm, but stand out amongst its competitors while having the ability to command higher commission rates and attract premier sales agents, management must realize that to effectively change, the company will have to survey its operations market and tailor its offerings to the needs of their market. The company’s employees that directly sell or contact customers will have to become people experts in a sense and learn the wants and needs of different groups of people, for example, professional women, young married couples where one spouse works and one stays home, or learn the home buying needs of varied professionals that are in same sex marriages. The company must learn the ins and outs of why and how different people of varied demographics buy houses. Overall, the company will have to understand the needs and wants of individuals in a rapidly changing society in order to better serve them.

A new real estate agent has a plethora of knowledge at their disposal if they will remain coachable by their more experienced colleagues. In the article “6 Things Every New Real Estate Agent Should Do,” by Candy Miles Crocker, she states the importance of always being coachable and eager to learn more about the trade no matter how old or experienced one may be. She emphasizes the value of seeking the advice and opinion of the broker that the agent works for. There is a difference between listening to people talk and actually hearing them and applying what they have to say. Because the market is so inconsistent, remaining teachable is critical for new agents

After a full analysis of the Needs Assessment I have determined the sales agents at Alam Realty are lacking in nonverbal communication skills. Considering the results of the assessment, I will focus the training seminar on the skills needed to use nonverbal communication in a productive way. According to Rush (2017), nonverbal

Buyers in this demographic, who are quickly outpacing other groups as new home buyers, actually prefer to interact in digital formats, and will likely appreciate having information available online that they can consult when they need to. This is just one way that real estate professionals will have to adapt to meet the expectations of this growing group of home buyers.

The authors used all constructs of the theory through pre- and post-survey questionnaires for subjects studied that went through the training course. Through the pre-survey they were able to determine what realtors prior perceptions on lead and whether or not they understood its implications and any of the background information relating to lead prior to taking the course. After completion of the course, in six months, they were followed up with surveys and phone calls to determine how effective the course was. The realtors enrolled in the study were volunteers and were provided with a $200 financial incentive. The behavior researchers sought was to see if the realtors put into action what they learned and whether or not they were able to inform potential clients about the homes they were selling. An increase in realtor awareness is seen through the feedback they provided therefore it reveals to have sustained a continuous behavioral change in the thought process of selling a home to potential buyers. The authors did not clearly define the theories they used. Instead they stated using quantitative and qualitative measures and also described their methodology in detail.

The skill I will be focusing on with the employees of Alam Realty is how to better communicate using non-verbal communication. Non-verbal communication such as active listening, watching for customer’s body language cues and being aware of their own body positions, are important skills for sales professionals because the sales transaction depends on good communication. From the Needs Assessment, it has been determined there are several areas of non-communication that need to be covered in training. Listening skills that focus on giving full attention to the customer, nodding their head the use of non-lexical fillers and appropriate eye contact. The training will also cover first impressions, facial

CBPRO is a leading real estate company in Virginia, an independent franchisor of the Coldwell banker brand since 2001. CBPRO’s business focuses on residential real estate services such as selling, buying, and leasing houses; has 299 agents in 13 offices. The residential real estate industry is influenced by the ups and downs of the economy. In good times it fuels consumers confidence and spending, and in bad times consumers are cautious and not willing to invest in a house etc. CBPRO had a breaking sale of 2,848 percent in the first three years of services and during the plummet in the economy, sales flattened down to 2.5 percent, as was the case with the industry in general. (Coldwell Banker – Virginia Beach, Page 279). Due to high competition in the residential real estate industry (especially locally), coupled with fluctuating national economic conditions, and narrowly defined target customers, CBPRO faced several distinctive challenges; residential and clients lists were important to CBPRO business and to its competitors, especially the local competitors.

A good salesman would have various strategies to respond to given signs, increasing the probability of a successful sale. Failing to respond to the customer appropriately can almost guarantee the salesperson has failed to make a sale. Goman (2012) posted an article on Forbes titled “Knowing When to Back Off” describing an interaction she was observing between a salesman and a potential client in a bar. In a short paragraph she talks about how the salesman appeared to be doing well verbally, but he was putting the client in an uncomfortable position by sitting too close to him. The client began to inch away very slowly, and the salesman did not notice any of this. The client eventually ended up leaving the bar after excusing himself to make a phone call. The salesman failed to understand the client’s basic need of personal space, which cost him the sale. Had the salesman recognized the non-verbal message being sent by the client, the client may have stayed. So it can be seen that developing this social awareness with emotional intelligence and understanding the needs of the customer become very important for the success of a salesman. The salesman would have to know about how to react to the emotion and message being conveyed with body language and control these emotions in order to lead the dialogue in the direction which hopefully leads to a sale.