If You Can Read This, You Can Make More Money in Real Estate! – by Dana Sparks
If you can read this, you can make more money in your real estate career!
“Cna yuo raed tihs?
I cdnuolt blveiee taht I cluod aulaclty uesdnatnrd waht I was rdanieg. The phaonmneal pweor of the hmuan mnid, aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it dseno’t mtaetr in waht oerdr the ltteres in a wrod are, the olny iproamtnt tihng is taht the frsit and lsat ltteer be in the rghit pclae.The rset can be a taotl mses and you can sitll raed it whotuit a pboerlm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe. Azanmig huh? Yaeh and I awlyas tghuhot slpeling was ipmorantt!”*
Pretty cool, huh? There are a variety of ways to use the lesson from this fun illustration to make more money in your real estate career! One of the primary insights to be gleaned is that you do not have to wait until you feel you “know it all” before you allow yourself to jump in this market and help sellers and buyers! Real estate follows a market cycle and will always be changing in and of itself; add the prevailing economy and know there are more changes ahead! So, just when you DO have everything “perfect” and “know it all,” the playing field will have changed! People need your professional real estate services now and with the assistance of your own research, your ongoing training, your office, your broker and your real estate coach, you will be able to make sense of what is presented (just like your mind makes sense of the jumbled words above) to sell property and make money!
Let the way the brain naturally works enhance your mindset, your real estate skills and ultimately procure signed agreements with your prospects! Your mind automatically fills in the blanks to make sense of the information you provide; sort of like the games, hangman and Wheel of Fortune!
Mindset- The Inner Game of Real Estate: When you focus on your positive mindset in business, you create thoughts, ideas, emotions and images designed to lead you to the actions necessary to achieve the results you seek. Whether you use meditation, visualization, mental rehearsal, or affirmations you are forcing your mind to expand upon the ideas you present.
For example, let’s say you affirm: “I am uniquely qualified to help people move forward!” Those are the words. Your brain automatically fills in the images and emotions to prompt you towards action:
- I bring value that other do not have!
- I am professional and have the ability clients need in this real estate market!
- I know my market!
- I come from contribution!
- Buyers and Sellers want my services!
- Clients get what they want when they hire me!
- Clients move on with their lives (literally & figuratively!)
- They need me now!
- I am excited to bring valuable information to help someone sell or buy!
Real Estate Skills: You learn many skills to successfully help the public buy and sell property. For instance, when you learn a script or a dialog structure/format you eventually hear one or two words and you simply make sense of the situation and automatically respond with the appropriate skill set. You are on a listing appointment with an expired seller; the seller gives you an objection: “I only want to list with someone that showed my house.” Since you are a skilled professional interested in helping this person actually sell the house (and get a commission in return,) you reply in a skill-based manner in a way that makes sense to your mind based on your intent: “Interesting! And what is the advantage to you to list with an agent who proved to you that they cannot sell your house?”
Signed Agreements with Prospects: Remember that your prospect’s brain works to fill in blanks the same way yours does! Directly sell to your client’s motivation and use the power of questions to turn those prospects into clients and clients into paychecks! There is a lot of confusion around today’s real estate market. The public looks to you, the real estate professional, to bring clarity to lead them through it so they can buy and sell. The one who asks questions leads the way towards appropriate action. Do you know how to ask selling questions in a way to move people forward faster; to ask them in such a way to lead someone towards clarity to “fill in their own blanks?”
For example, “If I could show you how to use your house as a tool in order to take advantage of this market on the buying side, would you be open to that?” The seller will go into his own mind, make sense of what you said in terms of being able to move and yes, would be open to that! How about, “Aren’t you concerned by how much money you are leaving on the table by waiting?” This question has power with a seller or buyer! You professionally persuade them to sign an agreement (which is in their best interest) to make the most of the real estate market today!
On a sales appointment, due to how the brain works, the prospect will fill in his own blanks! There are lots of agents who can technically complete paperwork and enter data on a computer. What are customers choosing when they choose to hire you…. they are choosing the blanks! Like the Impressionist style of painting, your impact is created in the mind of the audience. The client is buying in their mind what they perceive of your leadership, confidence, competence, integrity and ability to get them results! If you jumble your words or have to learn along the way, it is okay… there are people who need your services today and will gladly pay you for the results you can bring! A lot like “Wheel of Fortune!”
* The opening paragraph with the letters in normal order:
“Can you read this?
I couldn’t believe that I could actually understand what I was reading. The phenomenal power of the human mind, according to a research at Cambridge University, it doesn’t matter in what order the letters in a word are, the only important thing is that the first and last letter be in the right place. The rest can be a total mess and you can still read it without a problem. This is because the human mind does not read every letter by itself, but the word as a whole. Amazing huh? Yeah and I always thought spelling was important!”
* The paragraph is from an e-mail I received from a friend. You probably received it too! Original source is unknown.