ASK THE COACH – Claudio Encina
Top coach Claudio Encina returns in 2017 with more of your mindset and performance questions – including valuable advice on winning listings and how to finish those necessary prospecting calls, even when you don't want to!
I’ve recently missed a few listings – any tips to improve my listing presentation? Mele Gong, Professionals Kogarah I read about a year ago some interesting stats from Google in the United States on ‘How do people choose their agent to sell their home?' Basically, people want to work with you for three reasons: they feel comfortable, like and trust you. Below are the stats in order of importance. • Trust 49% • Track Record/results/
credibility 15% • Negotiation 13.2% • Personal referral 11.8% • Work fast 8.4% • Brand 2.5%
As you can see, your success will be determined by your ability to communicate effectively with others. ‘Social intelligence', or the ability to interact, converse, negotiate with and persuade others, is the most highly paid and respected form of intelligence you can have. You will need to learn to be a warm, friendly, likable and charming individual who can connect with your clients. Rapport opens doors!
One of the most valuable commodities in the world isn't gold or diamonds; it's charm. The more people like you and think warmly of you, the more they will want to see you, listen to you, be in your presence and invite you into theirs. People buy people! to serve us: something must change.
There are different types of feelings that we receive. The key is to handle them as follows: 1. Identify that this is a signal to change your ‘state' Appreciate and know that the feeling is here to serve you Clarify what you want Decide what process or procedure you will take to eliminate this feeling (action steps). Let's take the example of you doing your 50 calls a day. How do you feel when you don't make the calls? I would say perhaps you feel guilty or even angry. Why? Because you have violated one of your standards. You see, we all have a set of standards within us regarding our work, health, relationships, family, and so on. By not making your 50 dials you have violated one of your high standards and that is why you start to feel guilty or angry at yourself.
So how do you get the power back and master your feelings and emotions? I would recommend using this exercise to resolve them. 1. It's a signal; something must change (gotta do the calls!) This feeling of guilt is here to serve me Clarify what you want (a feeling of power and being in control of my day) What is the process or procedure you will take to eliminate this feeling? (Do my 50 dials, because I recognise the feeling and state I want to achieve: a happy state). It's that simple if you apply the above and become more 2.
3. 4. 2. 3. 4. conscious of your state of selfawareness. The peak performers are very in tune with their self awareness and have support structures, especially around their mindset, to conquer anything.
To become a black belt in martial arts is about mastering just eight moves, not 30 or 1000.
To have your question answered, email askthecoach@eliteagent. com.au. To connect with Claudio visit claudioencina.com.