Notes from Today’s Sales Meeting

First Impressions

How many chances do we get for a first impression?
How long do 1st impressions last
What are our opportunities for 1st impressions besides how we look?
On the phone
how we sound…powerful knowledgeable about the information the client is calling about or you are calling them about are you load are you boisterous, are you meek and soft
In the MLS …photos????how many what quality?…language used in description of property words we choose… spelling?
How does your listing show?
Do you know agents whose listings seem to look great?(do you think that is an accident?)
Can you get your sellers to spruce up the house a little?
Trim paint on eves in front
Fix screen door paint front door
Cut lawn….trim hedges, or trees

When we drive up to show property or for an appointment

. Do we park in their drive way or across the street are we late and running to the door…does our car look like a dump is our car tooooo big a deal for the neighbor hood
It takes just a quick glance, maybe three seconds, for someone to evaluate you when you meet for the first time.
In this short time, the other person forms an opinion about you based on your appearance,
your body language,
your demeanor,
your mannerisms,
and how you are dressed.

These first impression can be nearly impossible to reverse or undo, making those first encounters extremely important, they set the tone for all the relationships that follows.

Here are a few easy tips to help make a good first impression

1. Be on Time

Someone you are meeting for the first time is not interested in your "good excuse" for running late.

Plan to arrive a few minutes early.

Allow flexibility for possible delays in traffic or taking a wrong turn.

Arriving early is much better that arriving late, hands down, and is the first step in creating a great first impression.

2. Be Yourself, Be at Ease

If you are feeling uncomfortable and on edge, this can make the other person ill at ease and that’s a sure way to create the wrong impression.

If you are calm and confident, the other person will feel more at ease,

Knowledge = confidence

preview the properties before you go on appt…

never show a property without preview propties 1st

Show up early to a listing appt and drive the area to make sure not new listings have come up or fsbo that you did not see before

3. Present Yourself Appropriately

Physical appearance matters.

The person you are meeting for the first time does not know you

your appearance is usually the first clue he or she has to go on.

But it certainly does not mean you need to look like a model to create a strong and positive first impression.

The key to a good impression is to present yourself appropriately.

They say a picture is worth a thousand words,

so the "picture" you first present says much about you to the person you are meeting.

Is your appearance saying the right things to help create the right first impression?

Start with the way you dress.

Men long sleeve shirt and tie, coat at presentation..

ok to take off when sitting down to present but ask client..or take off if they ask you

Women..skirt blouse or suit on presentation…ladies watch the buttons

A good haircut or shave.

Clean and tidy clothes.

Neat and tidy make up.

Photos on cards get rid of them…..especially change your hair a lot and sometimes the card is old and does not reflect how you look today

Guys get rid of the picture because someone along the way told you.. you look good with a photos that makes you look like a gangster…

Appropriate dressing and grooming help make a good first impression and also help you feel

"the part", and so feel more calm and confident.

I always get asked here what about individuality

The good news is you can usually create a good impression without total conformity or losing your individuality.

Yes, to make a good first impression you do need to "fit in" to some degree.

But it all goes back to being appropriate for the situation.

Get rid of the beard…Disney portrays almost all bad guys with beards
So kids form from an early age think bad guys have beards

4. A Winning Smile!

"Smile and the world smiles too."

* So there’s nothing like a smile to create a good first impression.

A warm and confident smile will put both you and the other person at ease.

So smiling is a winner when it comes to great first impressions.

5. Be Open and Confident

When it comes to making the first impression, body language as well as appearance speaks much louder than words.

Use your body language to project appropriate confidence and self-assurance.

Stand tall,
smile (of course),
make eye contact,
greet with a firm handshake.

Small Talk Goes A Long Way.
Conversations are based on verbal give and take. It is called have a conversation
Be interested in them and they will talk to you how????

6. Learn your scripts

The scripts are a serious of questions designed to help you have a conversation with the client to help determine what they need so you can help them..

7. Be Positive

Your attitude shows through in everything you do.

Project a positive attitude,

This is a great time to buy real estate

and if the client does not need to sell their home to buy then they should not, they should hold the house, rent it out, have the tenant pay it off and then

the seller with have a free and clear asset years done the road

they will love you

8. Be Courteous And Attentive

It goes without saying that good manners and polite, attentive and courteous behavior help make a good first impression.

In fact, anything less can ruin the one chance you have at making that first impression.

So be on your best behavior!

Besides please and thank you

"turn off your mobile phone". …never answer a phone on an appt if they do ok but not you……..


You have just a few seconds to make a good first impression and it’s almost impossible ever to change it.

give each new encounter your best shot. Much of what you need to do to make a good impression is common sense.

Judgments that people will be forming will fall into these categories:

* People remember the first thing they decide about you.

* People remember the last thing they decide about you.

* Each person’s preferences are different than the next one’s.

* Some folks are generous with their opinions of you… others are not

Which Version of “YOU” do you present?
Is that the version of you that will help you achieve your goals the quickest?
Today maters
What actions will you take today to change something in your life to make you a better you?
Let’s go out and make this the best week yet

About BillGrossC21

Licensed California Real Estate Broker and Productivity Coaching
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