Make More Sales With Speaking/Voice for Realtors

You have two wonderful tools right that you may not have tapped into to improve your sales that you may not have ever thought about. You can make more sales and serve your clients better by utilizing and improving your voice. I've seen realtors tap into the power of their voice and been amazed at how something so simple made such a huge difference.

No matter what you know, if people cannot listen to your voice, they are NOT going to listen to what you are saying to them, which means you're not going to sell them anything.

It's essential your voice is interesting, engage, persuasive and enjoyable to listen to. To get this type of voice you want to make sure your utilizing all the components of your voice which include: rhythm/tempo, tonal quality, accent, articulation, and these are followed up with components of interest which include value/operative words, speed, pitch play, volume, pausing and revealing the images with the help of sensory description. It sounds like a lot, but there are really a few simple techniques for each component that can make a huge difference in your overall profitability.

In this article, I will discuss what I like to call the Big 3, which can dramatically change your life, for the better!

The Big 3 are volume (high/low), speed (fast/slow) and pitch (high/low). Now, why are these important? These three things are important, in fact crucial, because they have the power to make you real, unpredictable and fascinating. Think about it, in real life, when having conversations with friends, family, love interest, you use a combination of these components. Example: When your excited about something, your pitch goes up, perhaps your speed increases. In real life, we tend to automatically utilize the Big 3, but often times when presenting or selling, we lose all of these qualities that make us so vocally interesting. Think back, if you went to college or even sat through a class and the professor, teacher, instructor never changed anything about their voice... what happened? They lost you, you tuned out. Now, think about the dynamic speakers that you've heard and been affected by over the years. What makes them interesting? Dynamic speakers are interesting, alive, vibrant, captivating and most of all unpredictable; you don't know what they are going to vocally do next. As you can see, so much of the dynamic speaker's power comes from what he/she is doing with their voice.

The first component of the Big 3 is speed. When you are selling or presenting, what part of that pitch could be made more interesting by speeding up? What part could be made more interesting by slowing down? Shake it up a bit and utilize speed throughout your presentation to keep your audience interested and curious as to what you're going to say and do next. When you first enter a property, it might be to your advantage to speak at a slower pace so allow the consumer to digest what you're saying and what their sensory environment has just impacted them with upon entry. It takes time to digest another voice and/or a change in environment, so the first things you say about a property upon entry, may be completely lost if you speak with to fast a pace. At the end of the tour, there may be more sense of urgency where a faster pace is more beneficial.

The next component is volume: loud and soft. If you always speak at the same volume, the listener will adjust to that volume which makes it easy for them to tune you out. If your always loud, I'll immediately tune you out, if you always talking soft I'll have to strain to hear you and that will make me tired so I'll stop listening because it's just too much work and if you maintain a medium level of volume, you won't be interesting so it's easy for me to not hear you because everything you say sounds the same. Shake that volume up and watch how quickly people become intrigued with you, anxious to find out what you're going to say and do next because you're so unpredictable and fascinating, an AWESOME quality in general, but essential in sales.

The last and perhaps the most complex: pitch play. Pitch play is harder for men because they work in a lower range to begin with but it is completely achievable with a little training and practice. A large amount of pitch play is not necessary; in fact you don't want to overuse this component. But, you can benefit by adding pitch play at times. A higher pitch is associated with a sense of urgency, a lower pitch conveys power, confidence and is a sure fire trust builder.

Bottom line, if people don't trust you, they will find someone else to work with. Adding and incorporating the Big 3 into your speaking will make people trust you and want to buy from you. It's a competitive industry, you need the competitive edge, the thing that not everyone is doing, and this is it!

How to Develop Personality

The word 'Personality' has different connotation for different people. Some consider the physical attributes, others equate personality with social success and Psychologists look at personality from a different perspective. They consider personality to be a dynamic concept describing the growth and development of person's whole psychological system.

Academically speaking, personality is the role played by an individual. Te word "personality" originates from the Greek word persona, which means mask. Significantly, in the theatre of the ancient Latin-speaking world, the mask was not used as a plot device to disguise the identity of a character, but rather was a rule employed to represent or typify that character.

The uniqueness of an individual is manifest in his/her thought processes, in the way the individual establishes value systems, beliefs, expectations, and how she exhibits temperament and emotions. A person has to have a mind set to improve and develop his/her personality to be successful in life. No doubt some traits are inherent but others can be developed with conscious effort and determination. In this competitive age you have to constantly upgrade your knowledge, know how to behave in social and organizational situations, develop good interpersonal relationships, know how to work in teams, develop good interpersonal relationships, know how to work in teams, develop a positive attitude towards life and work. Personality development is an essential element for career growth and self-growth. It Is important to know that every individual is unique, has inherent talent and traits, has good qualities and not so good qualities, looks at the world with a different perspective and his/her priorities, values, beliefs, principles are all different from yours.

Definitions of Personality:

Gordon Allport defines personality as "The dynamic organization within the individual of those psychological systems that determine his unique adjustments to his environment".

Water Michel defines personality as "The distinctive pattern of behavior (including thoughts and emotions) that characterize each individual's adaption to he situations of his or life."

Ryckman defines personality as "A dynamic and organized set of characteristics possessed by a person that uniquely influences his or her cognitions, motivations and behaviors in various situations."

From the various definitions attempted by psychologists and researchers, it follows then that personality is:

• The quality or condition of a person.

• Distinctive qualities of a person, especially those distinguishing personal characteristics that make one socially appealing.

• Personality is the sum of an individual's underlaying behavior traits; the relatively stable and enduring attributes of character, temperament, intellect and physique that make an individual unique. Each trait refers to the way a person behaves in a particular situation.

• The sum total of ways in which an individual reacts to and interacts with others.

• It is the pattern of collective character, behavioral, temperamental, emotional and mental traits of a person.

• The totality of qualities and traits, as of character or behavior, that are peculiar to a specific person.

The manifestations of difference in personalities, the uniqueness and the factors determining personality have been studied by researchers from different angles. Some have considered factors like heredity, environment or situation to be the influencing actors of personality. Others have focused on broad theories to explain the origin and makeup of personality.

Speaking Is the Most Cost-Effective Way to Attract New Clients

In your community, there are many organizations that are looking for speakers. By offering an easy, low-stress presentation, you have the opportunity to market to a roomful of prospects - all who have the problem that you are addressing in your presentation. How is that for an effective use of your time?

But maybe you've tried speaking with no results before.

If you don't know how to get a speaking engagement, it can seem overwhelming. What will you talk about? How much to prepare? These questions will stop many therapists in their tracks. I have found that most private practitioners work too hard and prepare too much for a community presentation. Plus they leave the event wondering if they will ever get an inquiry call from anyone in the audience. There is an easier way. You do not need to work so hard.

Move from Frustrated, Confused, or Nervous to a Confident, Organized, and Easy Presenter.

• Speaking can be fun (and profitable!). Are you rolling your eyes at that? Well, it can be easy and fun when:
• you have a formula that you can employ for almost any event
• you prepare less content and have more interaction with your audience
• you re frame speaking as 'connecting with people who need you' and
• you have a way to manage the inevitable nerves in a way that endears you to the audience
• you have an easy-to-follow system for converting a percentage of those audience members into paying clients.

Speaking helps people get a sense of what it would be like to be in your office - spending time with you. We know that "attunement" is the best predictor of positive therapy outcomes. Imagine if you could give a roomful of people that sense of attunement during a community presentation? Imagine what that could do to build your practice.

Speaking uses the interpersonal skills you use every day. When you structure your talks in a way that allows for a lot of interaction, people get invigorated. This can be easy when you don't try to be a 'presenter' but just be yourself - as you are in session.

Speaking allows you to connect face-to-face. Our culture is longing for connection. Community presentations give people a chance to get out of their homes, meet with one another and with you.

Speaking builds your credibility in your community. One of my objectives when presenting is to be perceived as the "approachable expert." You can do this with a "signature talk" and your natural curiosity and compassion to connect with the audience.

Speaking can be a very efficient use of your marketing time. Addressing a roomful of people who have the problem you help is a great way to maximize your marketing time.