I recently read a book titled The 11 Laws of Likeability …authored by Michelle Lederman… Ms. Lederman writes “It is easier to form a good first impression than to recover from a bad one.” Everything from the way you speak to the clothes you are wearing …even down to facial expressions can lead someone to form an opinion of you…positive or negative.
The author goes on to state how we are naturally judgmental…it’s in our nature to make assumptions in the first few seconds after meeting someone…it’s usually a quick “like/don’t like” response. Lederman states…“It’s hard not to make a first impression on someone.”
Below are a few of the tips from the book:
Smiling is one of the most important signals you can send out during a conversation…smiling relays an air of approachability and trust…it can also be comforting during that initial and sometimes awkward first few minutes of meeting someone.
Consistent eye contact with the other person is a sign of respect and lets them know they are being listened to. Just don’t stare…that can make some people feel uncomfortable.
Be curious about the other person…where they are from, where they currently live, Use “F.R.O.G.” ask about Family, Recreation, Occupation, and their Goals. Ask open ended questions. And most importantly…LISTEN and find a way to relate to what the person is telling you. Pull from your past experiences to find a common ground, but don’t let the conversation become all about you.
One of the best ways to insure a positive first impression and connect with Buyers and Sellers is to demonstrate how we understand their needs and have a genuine desire to help them achieve their real estate goals.
Related topic...Use who you know to grow your business
Eddie Brown - December 2011 – www.ICU-Coaching.com
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