People are people…that includes prospects and clients…

Who loves ya baby?

For those of you that don’t recognize the fellow, it is Telly Savalas. He played Kojak. He was known for the statement “Who loves ya baby?” Sounds innocuous. Maybe it is and maybe it isn’t. You see we get so comfortable in our personal style, we face the danger of not communicating with clients and prospects effectively. People are people … that includes prospects and clients.

Much has been revealed about our differences. I did read the book…

and I was amazed to learn about different cultures. I have discovered that offering my hand to a new prospect is not always the best thing to do. The book is all about being culturally correct.

Add this information to the daily barrage of what is and what is not politically correct and you have two thirds of the puzzle complete. There is one more piece that gets over looked by many. It is all about communication and we assume that everyone is on the same page when we talk with them.

Communication is visual, physical and verbal.

Just because you can find the definition of a word in a dictionary does not mean that the person you are speaking with has the same concept of the word. We are a melting pot. We have four regions and you have to season those regional differences with nuances that immigrants bring from their native land.

This may get you through college but it is little help on the street.

There is a reason that most successful agents use the KISS (Keep It Simple Stupid) formula in communications. Using easily understood phrases create conversations which accurately relay information in a professional manner. Much has been made about the skill set of being bi-lingual and not enough has been considered about becoming efficiently lingual in your native tongue.

Asking “who loves ya baby” may garner a smile, a frown or a confused look. It may go over well at happy hours with your friends. It may slip into your comfortable style as a greeting. It may also cost you a potential client who may not be amused and decide that you are looking for love in all the wrong places.

Prospects and clients are people too. They want their agent to be comfortable with real estate law. They want their agent to be comfortable with showing homes. They want their agent to be comfortable enough with all the forms and regulations that the agent can explain them in understandable terms. Most prospects and clients are not looking for friendship. They are seeking a professional comfort zone. They may become friends in the future.

If you focus on their goal……buying or selling a home and realize you are the guide and translator, there is a good chance that you will leave the unfettered, uncensored, unprofessional conversation style at home.

Keep this in mind and you will always know “who loves ya baby” is the face in the mirror.


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