of real estate - Keller Williams Realty

The heroes of this market will be those of us who keep our eyes on theprize, and who harness the emotions of the market with compellinglogic, which will require compelling scripts and dialogues.- Shaun Rawls, Atlanta, Ga.many times he has delivered the exact same presentation.Hundreds? Maybe even thousands? Throughout his 20- to30-minute presentation, he never said, “um.” It was presentedwith the skill of a Shakespearean actor on Broadway,passionately delivering every line. He was obviously notwinging it. And I got the feeling that the confidence he hasin delivering the lines of his presentation allows him to focuson wrapping emotion and tonality around each word, in orderto create the perfect mood for us to absorb the magnitude ofwhat we were experiencing. It was beautiful.He was coming from a place of love and contribution– love for what he does for a living and for his desire toenhance our experience with his level of skill in telling such ahistoric story.If you’re wondering what this has to do with you, theanswer is, “everything.” The way you present yourself toeveryone you encounter can be impressive or oppressive,inspiring or boring, sharp or dull, profitable or not profitable.Knowing and mastering your scripts will help you help yourclients, which, in turn, will help you. Raving fans are notcreated by people who don’t love their job and who lackthe confidence to see opportunity in difficult times. Ravingfans are created by people who can verbally create a visualthat bridges the reality of today with the possibilities oftomorrow. They are created by people who can take theirclient’s problems and turn them into past problems, peoplewho can shine a flashlight on the pathway to freedom,security, peace, prosperity and equity. Raving fans arecreated by people who enthusiastically come from love andcontribution. They are created by people who surprise othersby exceeding expectations.That’s what you and I do every day. We swim against thetides of mediocrity, making sense of the market and findingthe people who are smart enough to listen and take actionthat will benefit them and their families.How often are you picking up the phone and surprisingyour clients with compelling opportunities? Once aweek? Once a month? Once a year? Are you properlycommunicating the opportunities of the market to peoplewho come through your open houses, to your Website andto your investment seminars? Are you cultivating your emaildatabase, your advocates and wealth determiners?The heroes of this market will be those of us who keepour eyes on the prize, and who harness the emotions of themarket with compelling logic, which will require compellingscripts and dialogues. Make your presentations count.Remember that every interaction you have is an opportunityto present well and change your future, or not. It’s yourchoice.You can choose to find opportunities and then find thepeople who are looking for those opportunities, or you canfind people who are looking for opportunities and then findthe opportunities they are looking for. Either way, you have toget good at skills and scripts.If a U.S. park ranger cancreate raving fans, you can too.If you don’t, someone else willShaun RawlsYour No.1 Fan …Shaun Rawls,Regional Director of New YorkTri-State and OperatingPrincipal, The Rawls GroupKeller Williams Realty Nov./Dec. 2010 • vol. 7 no. 6outfront 31