©Copyright 2011 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 14th February 2011  

 

Words do count!

Quote for the week

"The reason a dog has so many friends is that he wags his tail instead of his tongue ."

Anon

I was working with a mentoring client a few days ago and we were discussing the power of words.

John was not big on scripts and dialogues. He was big on rapport and getting on with people and often told me that all these scripts and dialogues didn't work, never worked and because they liked him that would be enough.

Because of this John was sometimes in a situation where "bluff" and "she'll be right" were his answers to challenging questions. However, John was looking at his business deteriorate in his area whilst one or two new realtors were making great in-roads. Whilst he was frustrated with the market he was more frustrated that his "power in his patch" was being eroded.

After some serious delving John admitted that his new defence was to "run the opposition down", to joke about them.

John was finding that words said in jest, said in the heat of the moment, talking about competitors in bad light, be-littling them or contributing to rumours about them, was costing him respect and therefore business.

John agreed that the more he talked about them in that way the more people associated him with the behaviour.

John then decided to take a day or two to reflect, and in about 5 days he came back for another chat

He began with, "So when I talk about people with disrespect, I simply get that back, as people then wonder what I say about them behind their back?"

"You got it!"

John and I have created a new plan for him to capture some market share back and his initial focus is;

"What am I thinking? Is it useful?                What am I saying? Is it useful?"

I'll share more of John's plan as he progresses,

Have an awesome week, make it an awesome week.

Don't wait for the results. Make it an awesome week NOW!

PS: March 3rd Seminar with Chris Gilmour in Auckland is proving so popular.

If you haven't registered yet make sure you get your ticket NOW.

Any agent who makes $880 000 in his second year in an average residential market has ideas of VALUE to offer you.

Take a look at this link:

http://www.easybusinesssuccess.com/chrisgilmourearlybird/default.asp

Group/Office/bulk bookings available. Contact me direct for details.

Also watch this space as we are about to release a limited number of licenses (67) for our new PRIVATE SELLERS Kit. This is a top quality, carefully structured programme, to assist you in converting those Private Sellers to YOUR listing. This will be limited geographically so the licensed user has a  "marketing advantage". Keep an eye open as it wil be offered on a first in basis, starting with our VIP list first.