It has been written and reported that people adopt an opinion of us within minutes of meeting us. Experts say that opinions of us are established within 2 to 5 minutes of our initial contact with someone. Not only will people establish opinions of us, trust levels are also being established. It is important that the personality we have any given day is one that we want to present. We can display our personality in many different ways.
Our personalities come out when we 1) Answer the phone 2) Meet someone for the first time, 3) Portray ourselves in emails, 4) Write a letter or 5) Write a blog
Phone - I read an article once that recommended that we "Stand Up" when we answer the phone. This does something to our endorphins and the tone of our voice actually changes. I tried adding a twist to this. Try standing up, take a deep breath, think a pleasant thought and then answer the phone. Believe me, there will be a difference in your voice when compared to slouching in your chair.
Meeting - I focus on "Eye Contact" a lot and "Seek first to understand than to be understood". If my eyes are wandering all over the place and all I can talk about is how wonderful I and my company are it does nothing for a first meeting. I wrote a blog last month and mentioned that I was meeting with a husband and his wife that were in the process of a divorce. After the meeting the husband "Thanked Me" for giving his soon to be ex wife good "Eye Contact" and not judging her because he and I had been friends for years.
Emails - Say a lot about us. I have read many emails in my life and some are "quick and to the point" with not so much as a "thank you" or "have a great day". Some emails on the other hand have a little more personality to them. What message to you want to relay to the client you are emailing? Do you have two email signatures? one for business and one personal signature? Remember that emails say a lot about us and people can form an opinion of us by the content of our emails. What do your emails say about you?
Letters - Good old fashioned letters. Need I say more? Not too many of us take the time to write letters but they speak volumes of what we feel in the deepest recesses of our soul. When was the last time you wrote a letter to someone you really cared about?
Blogs - I lot has been written on Active Rain that the reason this site is so popular is because we can share our opinion on a subject with the world and someone out there will care. We may only have one person leave a comment on a post we write but that comment is someone reaching out to us and saying "Cool Dude!" It does a lot for our ego to say the least. Why? Because we are being recognized and someone values our opinion. I have to say I have established an opinion of many of you based on the style of your writing and many of you have said you have an opinion of me based on the content of my blogs. Blogs are another way we portray our personality.
Many things affect our personalities. Personal problems, financial issues, children, co-workers, our bosses, Taxes! The key is to be constantly aware of the message we are sending to those around us.
Exercise your body and mind and send the best messages you can because this forms your "Personality". Those around you will notice the difference and "Good Things" will happen.
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Posted By: George Tallabas - Boise Idaho Real Estate Agent- Associate Broker
with RE/MAX Advantage, Canyon Counties #1 Brokerage in sales and listings
specializing in Boise Idaho Real Estate and Southwest Idaho Real Estate.
Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes
Great reminder about the ways we communicate and come across. I can remember being taught years ago to answer the phone with a smile in your voice.
George...
I think I'm all set in this department. I have a contagious personality. I took a personality test :) When I was younger I used to worry about that. Now I understand that my personality helped get us to where we are today.
Gee. Was that off topic? LOL...
Elderberry? Damn it man. Knock that off :)
TLW...ROAR!
George, You're really writing some good posts. Your personality is showing through.
Have you read the book "Blink"? It's a great read on how people form their gut reaction in seconds of meeting someone. People make split second facial expressions that are only picked up by the subconscious mind.
I have also heard the standing up thing and I think it WORKS. The other thing I've heard about the phone and I KNOW IT WORKS is to SMILE when you answer the phone and while you are talking!
Hi George - we have to stop meeting like this!!! ;-))
GREAT post, and it would surely be nice if others in the business world would read this, especially the part about answering the phone. Many times people answer the phone and speak so quickly I have no clue what they said. And they don't sound so pleasant either.
When I first came into real estate, I worked for a manager who was just flat awesome at training. I owe all the 'backbones and basics' training that I still carry with me to her. One of the first things she taught every one of us was to imagine a mirror right there at the phone. Pick up the phone, smile, and then say your greeting. Why more aren't taught that is beyond me. Make the person on the other end of the line feel like you're glad they called. I like the idea of standing up when answering the phone - bet that does about the same thing.
Like Monika said - I go with my gut based on first impressions from talking to someone and/or reading things from them. That really creates a lasting impression - good or bad.
Ann
Jennifer - Thanks my friend for your comments
Tim - Thanks my friend, I will have to get a copy of "Blink" Have a great weekend
Diane - LOL well we can all stand up at the same time and wave at each other!
Joan - You go girl!
Debbie - Here is a smile back to you! :-)
Kristy - You got it girl!
Cyndee - What doll! Thanks so much for your kind words and have a great weekend!
Ann - Thank you my friend. I know you are a thoughtuful and caring person and I can only imagine your clients love you. Have a great weekend.
George...
Down days. What are those? SVW (smiling very wide)
TLW...ROAR!
Another good post George. I'm gonna be standing answering the phone from now on!
Thanks &
Great information, George. It helps to consider, yourself, how you feel when you get emails, meet someone for the first time, etc. and why. Putting yourself in other's shoes makes it easier to understand how others may perceive you, especially when you do not have the nonverbal cues to rely on. I always stand up when I talk on the phone (maybe a habit). Handwritten notes, as you point out, say so much, and because they are rare, are more memorable.
Thanks for sharing your thoughts.
Jeff
Absoulutely George.
Some years ago I learned a technique from Mike Ferry the real estate speaker and trainer of keeping a Mirror at my desk. When making a phone call I focus on the Mirror. I can tell by my facial expressions how I will be percieved on the other end.
George,
What you say is so true.
Bottom line for me is to be myself and show my genuine concern for others.
I have noticed if I am tired or hungry my voice will drag and so at those times my true personality is not coming across. So at those times I will email rather than call, or take a break, eat, or do something other activity until I feel revitalized.
I want my clients and prospects to hear that smile in my voice!
Ginger
I spent the nine years preceeding the launch of my real estate business working for real estate technology companies out of my home.
I believe that we are a brand. Not just REALTORS, but human beings in general. We market our brand with every human encounter. Sometimes we are effective marketers and sometimes we are not.
In the business community, my opportunities for effective self branding were limited to telephones, voicemails, e-mails, conference calls, conventions and quarterly meetings at the corporate office. I had to present myself as a qualified professional individual at every opportunity becuase my ability to reintroduce my brand was limited to these brief encounters.
This is also true for REALTORS. Especially when dealing with leads. The details matter. I couldn't agree with George more!
George
Another well written post. Good information and content. I bet your a great manager. Best wishes.
Having been in real estate sales (new and resale) for my whole adult life, I've missed out on jobs such as a bartender, or a secretary, or a lawyer, etc. Just real estate. When I answer the phone, I've been told by people on the other end that it "sounds" like I'm smiling. For that initial moment, I am a secretary- a really good one, because I'm not burnt out by a lousy boss or demanding co-workers- just, a HAPPY SECRETARY. That's what is in my head, and portrayed in a cheerful way. Crazy? Probably, but because first impressions DO matter, to have people initially "feel" a smile has created some nice conversations (and if they're upset, it's hard to screech at a smile"). Then, roll into the competent real estate person again...just an idea, if you're stumped about how to answer the phone. I'd love to hear more suggestions!
Love this blog! Everything you said is true and effective. The first impression is sometimes the ONLY IMPRESSION.
Patricia Aulson/SEACOAST NH & ME
George.... this is an excellent post with some great ideas and concepts. thanks for writing this and for sharing this.
I've always read alot about making good first impressions and some of the suggestions you provide are part of a much larger picture which is called Emotional Intelligence or EQ. It is agreed by many experts that EQ is much more valuable to a person, especially those in sales than is IQ. In college I wrote my Thesis on Emotional Intelligence and have intentions of writing a blog on it one of these days when I dig out my research and paper but it might be worth taking a look around the web for information if you are interested in understanding whats "behind" the first impression as well as suggestions for improving your emotional intelligence.
George - You always contribute great value in the content of your blogs. There are several pearls here and I love what you said about letters truly a lost art. It really is possible to embrace our technology while reaching back to a good old fashion practice such as writing a great letter.
Thanks for another great post!
James
Hi George, This is great information. I worked for the 'phone company' for many years and have seen over and over how important this is, how you 'sound' on the phone, in an email or letter, can make or break the relationship with the client. Even when you leave a voice message there is an opportunity to make an impression. And follow up is very important, too. Have a great Sunday. Thanks, Doreen
Great post George! Here they are again, the 3 most important aspects of one's decision to work with us.
1. Do They Like You? - (within the first 1-3 minutes)
2. Do they TRUST You? (within the first (1-3 minutes)
3. Are they Satisfied? (time depends on services rendered)
If people like you, they will listen. If people trust you, they will do business with you.
If you exceed their expectations sincerly, they will refer you and keep coming back for more!!!