Networking can be everything from causing anxiety and discomfort all the way to being socially paralyzing to the point where you can’t do it at all. How can you shed your fear of networking by being more intentional and clear? How does deep breathing play into how you come across to people? How do you find communication clues in other people? On this episode, Dr. Debra Dupree is back with more great insights and tactics to make you a more effective networker.
Three Things We Learned
Always have a clear intention for your networking
A lot of people waste time running after events. To avoid this, always have an intention. Think about what’s your purpose and how the networking event ties into that purpose. Have some intent about how many people you’re going to meet and set out with the goal to make a specific number of connections.
Take deep breaths before you enter into a networking situation
Engage in 3 or 4 deep breaths before you enter into a situation. It slows down the breathing and the brain wave activity which influences the clarity of the eyes. When you breathe you not only calm yourself down, you also change the vibe you give off to other people which will make you a more effective communicator.
Be a giver, not a taker
In networking situations, you put people off when you make everything about you and fail to show any generosity. Learn to talk less and listen more, and lead with actual value. When you do eventually ask, it will be easier because you would have given something in the first place.
Networking can be an off-putting exercise, even for some of the most confident and accomplished people. For it to be less nerve-wracking, go in with a set intention of what you want to achieve and who exactly you want to talk to. Ask people questions to engage with them, and use deep breathing to make sure your lack of clarity isn’t showing through your eyes or voice. By breathing we can control these factors and show up authentic and ready to connect.
When people don’t show up for appointments it’s because there’s resistance. How do you take care of the resistance before it even arises? How do you reduce people’s fear of salespeople? How can objections actually help you learn more? On this episode, we talk to Dale Archdekin, who gives great insights on handling all objections like a true rockstar.
Three Things We Learned
If the appointment is way more important to you than them, they likely won’t show up
It’s very important for the appointment to be of equal importance to both parties, otherwise the other side won’t see the value of upholding it. If you can understand what someone’s needs are and work towards meeting them, this makes it more likely than an appointment will happen
Every objection reveals a need and something they are trying to achieve
An objection isn't something you should just take at face value as a rejection. It can in fact be a very powerful illuminating tool that you can use to your advantage. Every objection uncovers that they have something to achieve, even if it’s nothing.
When you’re selling to high D’s, make your scripts short, punchy, and figure out what the essence is
When you’re trying to sell to high D individuals, it’s important to make your pitch as straight to the point as possible. Make your script as simple as possible so that you get to the point quicker, without losing that person’s interest.
Clients and customers all have a fear of sitting with salespeople because they don’t want to be pushed towards a decision. It’s your job to provide value and reduce that fear. When you’re asking people to take time out of their busy lives to sit with you remember there might be some resistance. Pre-frame the person to deal with any resistance that’s going to come up before the appointment happens. When you’re on an early call, people won’t know, like and trust you enough to agree with you, so just let them have their opinion. Anytime you get a rejection, remember it reveals a deeper need.
Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.
Three Things We Learned
Lead generation should always be your first priority, before client service
When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.
The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy
It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.
If you don’t know how to set a goal for a project always bring it down to a number
You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.
Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.
People shy away from really putting concrete numerical value on their goals. Why does this set them back in a huge way? How can you start tracking your work better? How can you go about setting business goals that don’t ultimately take you away from the things that matter? On this clip, we are joined by coach Hank Avink who shares the biggest business mistakes agents are making, and how to stop making them right now.
Three Things We Learned
It’s hard being a spouse and a parent so it’s sometimes easier to spend more time at work
For some people who excel at work and find themselves struggling at home, the praise, success and accolades of the job are a lot easier to do than the work, commitment and routine of being a spouse and a parent.
So many people are afraid to raise their standards because it will push people away
A lot of people stay in business relationships that just aren’t working for them because they are too comfortable and they fear saying they want more out of it. Raising your standards will change a lot of relationships but ultimately it will give way to better ones.
If you’re really good and people want you, they’ll adjust their schedule
A lot of people have a scarcity mindset, and that leads to them taking on jobs that don’t suit them or shifting important things in their lives to make clients happy. If you truly provide value to your clients, they will be happy to adjust things to your needs and accommodate you.
A lot of entrepreneurs shy away from putting a solid, concrete numerical value on goals, they can hold themselves accountable to and then underestimate the importance of staying in relationship with these goals. If you’re a business owner and you’re not tracking your activity in a real way, you’re faking it. Take the time to be in balance with what you really want, interrogate your schedule to make sure you’re making the best use of your time and make the pain of not following your schedule greater than the pain of following it. When you follow your schedule, you get predictable results, and that will give you your best year ever.
Human relationships are in low supply, and people are starved for authentic connections. How can you make this the basis of your real estate business? How do you play to your strengths and unique abilities? What elements help you find your own unique ability? On this episode, we are joined by rockstar agent and coach Chris Angell who shares valuable insights on these topics.
Three Things We Learned
We don’t trust ourselves because something tells us we’re not good enough
We constantly look outside of ourselves for answers because we don’t trust our core and we’re always trying to find external solutions to our problems because of that. When we play to what makes us unique, we solve this.
Nobody plays in the top of the funnel
Everybody is fishing for business in the middle and the bottom of the sales funnel, but if you can be valuable to people at the top of the funnel, they will think of you when the need for your service arises.
The flip side of a complaint is a commitment
Think deeply about the things that frustrate you, they aren’t coincidental. The reason we complain about something is because we wish it was different. If we complain about something it’s because we are committed to the result on the other side, and we’ll be willing to work for it.
Every human being has their own superpower, and when you unlock it everything about business and life gets easier. Be intentional about being useful to your database so it can grow. Create content that nurtures a relationship with those people. Build a tribe of people who like what you say, and feed them into your database. The sales process isn’t about convincing people to do something that isn’t in their best interest, it is the process of taking the responsibility upon yourself to get someone the results they want and wouldn’t get without you. Remember this is a relationship-based industry, and the consumer is looking for authentic and real right now, so be authentically you.