I read an interesting article on Realtor.org about a group of real estate agents who took classes on the art of improvisation. Several of the participants mentioned that while the class was scary at first, in the end it helped them overcome some of their shyness, reduced their fear of looking silly, and improved their ability to think on the their feet. It got me thinking about how all real estate agents could benefit from such training.
Improv classes are a great way to force you to be present in the moment, to listen to the person you're speaking with, and to read body language. These are skills that can help any professional, but are especially useful in the realty business. We work with strangers all the time, some of them friendly and talkative; others are quiet or more on the surly side. We need to be able to handle ourselves professionally and with confidence when dealing with all types of people.
When working with clients, one of an agent's best skills is the ability to listen. Many realtors get caught up in their tried-and-true selling scripts, and may not truly hear what the clients are saying. This can cost you a sale if the client is trying to tell you something and you ignore it.
A client's body language will also tell you if you're using the right approach with them or not. After all, some buyers or sellers prefer agents who are aggressive and outgoing, while others like a more casual personality. By expanding your ability to read people, you'll be better able to adapt to your audience.
It's imperative that you learn to adjust to the current situation rather than relying on a script. Improv or acting classes can also help you to do this. Because you're forced to think on the spot, you can't depend on rehearsed selling techniques. You will learn how to roll with the situation, overcome obstacles, and face challenges with much less fear. You'll be able to trust in your own ability to adapt and be creative. New ideas will come to you more easily because you'll be forcing yourself to think outside the box, which could be just the thing you need to close your next sale.
Because you'll learn to be more spontaneous, you'll also learn how to be more comfortable in your own skin. Your confidence will greatly increase, and this self assuredness will rub off on your clients. They will believe in your ability to rise to various challenges, and to face awkward situations and push through.
By learning how to improvise, you will be giving your confidence as well as your selling abilities a huge boost. And these factors will in turn pay off via increased sales and repeat customers.
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