Happy Birthday today to the great William Shakespeare. The famous English playwright and author has had a huge impact on many of us through his writings, poetry and of course his iconic plays which many of us studied in high school or college. Shakespeare, born on April 23rd, 1564 is credited with writing 37 plays (comedies, tragedies and histories) and over 150 sonnets.
To honor Shakespeare, Carp’s Corner looks at 10 of his famous lines from those plays and relates them to the world of real estate. (Please note that if you don’t like my selections I will probably just shrug and say “thou doth protest too much.”)
- “All the world’s a stage, and all the men and women merely players: they have their exits and their entrances; and one man in his time plays many parts.” As You Like It, Act II, Scene VII
When it comes to being a full-time Realtor, you must play many roles. You go from salesperson to counselor, from negotiator to therapist. You wear one hat to work with home buyers and another to service your home sellers. You spend time on property marketing, personal marketing and social marketing. And that’s just counting your time when you’re focused on your real estate business. Many of us are fathers or mothers, spouses and friends beyond the practice.
- “Give every man thy ear, but few thy voice.” Hamlet, Act I, Scene III
The best way to succeed in sales (and never forget that to be a Realtor is to be a salesman or saleswoman) is through questioning. Success is less about knowing and more about knowing what to ask. The best in our business are the ones who ask lots of questions. The more questions you ask, the less talking you do. The less talking you do, the more talking the customer/client does allowing you to identify wants, needs, motivations and urgency. Some of the best transactions you’ll have in your career you won’t have to sell at all. You will actually “listen” your clients into the sale.
- “I am not bound to please thee with my answer.” The Merchant of Venice, Act IV, Scene I
It’s always best to tell people what they need to hear, not what they want to hear. This is certainly true with those clients you may get who are unrealistic when it comes to their expectations. Perhaps it’s that home seller who wants $25,000 more than the house is really worth or the home buyer who feels that every home on the market should sell at $50,000 less than the asking price. Just like a surgeon needs to explain to a patient and his/her family the diagnosis, good or bad, as well as the prognosis for what happens next, a good Realtor should be prepared to be honest and ethical…even when it’s not the easy thing to do. “Mr. or Mrs. Seller, you may not like what the market tells us but it will never lie to us.”
- “It is not in the stars to hold our destiny but in ourselves.” Julius Caesar, Act I, Scene II
- “Pleasure and action make the hours seem short.” Othello, Act II, Scene III
- “Suit the action to the word, the word to the action.” Hamlet, Act III, Scene II
- “Wisely and slow; they stumble that run fast” Romeo and Juliet, Act II, Scene III
- “Our remedies oft in ourselves do lie, which we ascribe to Heaven.” All’s Well that Ends Well, Act I, Scene I
As much as we’d love to attribute our success to a higher power or get pure luck, we have everything to do with our results.
Do you have systems in place? Do you follow them religiously? It’s amazing at how much confidence you can gain when you start understanding the product you are selling and the processes that go with it. It’s also amazing how an increase in competence will boost your confidence. There is rarely anything to be afraid of when you have confidence.
- “To be, or not to be: that is the question.” Hamlet, Act III, Scene I