Kickstart Your Week 12-16-24

Quick recap

The team discussed their experiences with computer issues and Zoom calls, and shared their weekend activities. They also discussed the importance of positive self-talk, effective communication, and relationship building, with a focus on the power of word choice and subtle adjustments in communication style. The conversation ended with a discussion on the significance of asking for referrals and the potential for clients to lose their loan officers, emphasizing the importance of establishing connections with potential clients.

Next steps

All attendees to review their communication and convert relevant verbs to nouns when interacting with clients and partners.

All attendees to practice asking "Do you know anyone who purchased a home in the last 12 months?" and "Do you know anyone purchasing in the next 12 months?" during client interactions.

All attendees to use more specific language when asking for referrals, such as "Would you please connect us via text/email?" instead of general requests.

All attendees to reflect on how to include themselves in conversations clients are already having about real estate and mortgages.

Summary

Positive Self-Talk and Spoken Words

The meeting began with Fairway expressing gratitude for the team's attendance and acknowledging the absence of Nino, who was enjoying the Christmas markets in Europe. The team shared their weekend activities, with Beth mentioning her car service and Peter discussing his family events. Fairway then introduced Keith, who was to share a video about the importance of positive self-talk and spoken words. Keith's video featured Jesse Itzler, emphasizing the need for a positive dialogue in one's head and showing up for the people in one's life. Fairway then handed over the discussion to Ray, who was to reflect on the impact of the words we use in our personal and professional lives.

Effective Communication and Action Study

Ray discussed a study from Stanford University about effective communication and action. He highlighted how the use of words, specifically verbs and nouns, can influence engagement and motivation. He shared an example from the study where asking children to be "helpers" instead of "help me" resulted in an 80% higher response rate. Ray emphasized the importance of creating a sense of identity and belonging through the use of words, and encouraged the team to apply this principle in their own communication.

Improving Communication and Relationship Building

Ray led a discussion on the importance of relationship building and effective communication. He emphasized the need to shift from using verbs like "can't" to "don't" in communication to build sustainable relationships. He used the example of Jonah Berger's book and the concept of "identity activation" to illustrate this point. The team was encouraged to reflect on their own communication styles and consider how they could improve their relationship building skills. Brandon and Rachel shared their personal experiences and insights, highlighting the importance of taking responsibility and time-blocking in their communication and relationship building efforts.

Effective Communication and Client Outreach

Rachel shared her strategy of maintaining contact with potential clients, which has led to her name being remembered in various settings. Ray emphasized the importance of word choice and how it can impact communication, suggesting that Rachel's approach could be beneficial. Laura, who had a recent birthday, expressed her struggle with call reluctance and the fear of rejection, but also her enjoyment in connecting with people. The team discussed the need for effective communication and the potential benefits of their strategies.

Improving Performance With Subtle Adjustments

Ray discussed the importance of making subtle adjustments to improve performance. He suggested turning actions into identities, such as changing "will you help" to "will you be a helper". He also emphasized the need to shift from "can't" to "don't" and from "should" to "could" to promote a positive mindset and encourage creative solutions. Ray encouraged the team to apply these changes over the holiday season.

Encouraging Referrals and Client Connections

Keith emphasized the importance of asking for multiple referrals during initial interactions with clients. He suggested using phrases like "would you mind connecting us" or "would you please share my contact" to encourage clients to refer others. Keith also highlighted the potential for clients to lose their loan officers, making it crucial to establish connections with potential clients. Ray added that clients might be more willing to refer others if they see the value in the service being offered. Fairway and Peter agreed with Keith's suggestions, emphasizing the significance of small changes in communication style. The team ended the conversation with a birthday wish for Beth and a reminder that there would be no call the following week due to Christmas.