Robyne Roveccio, GRI, ABR, e-Pro

Hello all you Realtors out in Whoville? Are you listening? No, are you really listening???

I just came back from a Women's Leadership Seminar and I had the opportunity to listen. I listened to feedback from others, and for an extended period of time I got to listen to myself. Wow! What powerful messages they were.

Then I came home and picked up where I left off in Susan Scott's, Fierce Conversations book. O.K. Do you think the universe was trying to tell me something about my communication skills???

As with everything I read and experience, I always bring it to my life and see how I am showing up in that area. So lately I have been paying attention to how I listen and how I engage with others in conversation. There's a great line from the movie Pulp Fiction where Uma Thurman says to John Travolta, "Do you wait to talk or do you just listen."

I found that I had so much to say that often times I would talk over someone to get my point across, or, I would be so excited about what I had to say that I took the wind from their sail.

And, how many times have we been on the phone with clients and we are checking our email or multitasking only to hear bits and pieces of the conversation. Come on, admit it, we've all done it. This really hit home for me when I was talking to someone yesterday and I could tell she was not engaged in the conversation. If she were my Realtor, that would be our last conversation. As a friend, I felt very "unheard"

These are not very pretty things to admit, but awareness is half the battle. So all you people in Whoville, here's my advice today....be present! I mean 100% present in the conversations with your clients. Listen to ALL they have to say, even if it's the story about their ailing grandma - just listen.

As professionals we know what we have to say and when we have to say it. Our clients want to be heard, let them speak!

Last Saturday I had a meeting with a young couple who are buying their first home. At the end of the meeting, I asked them "What do you need from me to make your home buying experience a 10". They both replied without hesitation "Communication!".

I spent about an hour with this couple explaining the home buying process in detail including money that they would have to pay out of pocket, the inspection process, the escrow process, etc. etc. They both listened so attentively that I almost felt like I had lost them however when I checked for understanding they were right with me.

When they first contacted me they had already chosen a lender and were prequalified. However, the level of communication with their loan officer left them with more questions than answers. That explained their quick response to my home buying experience question.

I took this opportunity to let them know that they have the right to expect the highest level of customer service possible. I encouraged them to set their expectations up front with anyone that is assisting them in this transaction. I also encouraged them not to be intimidated by the process and that as real estate professionals our job is to assist and clarify, not confuse.

So my message today is, remember, we do this for a living and the process is not new to us. If we keep clear and frequent communication as the key to our relationships, I guarantee many more doors will open.

This week I taught my first classes on lead generation. Yes, since I am the instructor, I have successfully implemented 3 hours of lead generation into my day every day faithfully - ummmm sorta!

When it comes to my gym time, there is nothing that keeps me away from my 2 hours of steel pushing and stair climbing. If I don't get in a cardio session, I go back and do it later in the day. There is no compromising here. I know what the results will yield, I enjoy the benefits of feeling strong inside and out. I take advantage of the energy working out provides me especially on those long days. I love that I inspire people.

Top producers from all over the country tout the essentials of lead generation. Specifically, according to the Keller Williams 36 12 3 model, if you lead generate 3 hours a day, it will yield 36 transactions in 12 months. All you have to do is commit to the 3 hours. The benefits are greater financial wealth, being able to weather shifts in the market, and eventually to create a business worth having!

So why does that time seem so hard to commit to??? It seems I find a lot of time to do other things, such as administrative tasks, answering calls, emails etc. But are those dollar productive activities? No. Well my first order of business was to hire a transaction coordinator - she is worth her weight in gold and takes the mountains of paperwork off my plate. Next??? Shut off the phone and the email during that time.

I hope that by tweaking just these three things, that time will not get away from my and I look forward to the Hazy Days of Winter by being a Master Lead Generator.

Have a great day!

This week, I have the absolute pleasure of teaching at my market center. I used to teach at the local community college and since I became a Realtor, I haven't had the opportunity to teach. So I started teaching classes that I felt comfortable with, i.e., working with Buyers, and a Health/Nutrition Class.

But the class I am teaching this week is on a subject that is an area of growth for me.....The class was on lead generation. I was looking to take a class on this subject and didn't find a thing. So, what better way to learn something than to teach it!!

I felt fairly confident teaching this class because I have mastered the basic skills of discipline focus and intensity as it relates to physical fitness. I am in the gym every morning for 2 hours training for a show in May. I know that if I don't workout with focus intensity and discipline that come May, someone with more focus, intensity and discipline will take the prize.

Armed with that knowledge, I was able to effectively communicate and apply the importance of those principles as it relates to lead generation. Big A-HA for me!!! One of the best parts about the class is learning from other Realtors about what is working and what isn't. It was a great session!

So what knowledge are you armed with that you can share with other Realtors??? What are you hungry to learn more about but aren't finding that class in the hundreds of emails you get?? Well, think outside the box and get in front of the class.

Let other agents know what your strengths are and share your knowledge. We all have different gifts and they are not going to help anyone sitting under the tree!

Happy Wednesday!

About two years ago, I had an appointment with a FSBO. Nice man, newly married, lived in a condo in a great location. We kept in touch and after a year, I finally got the listing. After a month on the market, the wife gets pregnant and they decide not to move. No problem.

We kept in touch and during one of our phone conversations the husband talked about selling his condo through short sale. We discussed the details and again, no problem.

I followed up with him about a week later and no return phone call. I finally get in touch with him and he said he listed with another agent because he didn't think I was familiar with short sales. First reaction???? How could you??? Second reaction?? How could I??? How could I have communicated what my skills regarding my experience so that there would be no question in his mind as to who to hire?

I love these life lessons, as hard as they are, and as costly as they can be, especially in our business. I know I have all the skills but my failure to communicate them clearly lost me the opportunity to list this home. Wow!!!

My advice to you, practice those scripts! Keep focused on what the client is asking and make sure they have no questions about your ability to get the job done. Good thing about me though, I never make the same mistake twice!

Smiles,

r