Wednesday, November 08, 2006

What Is Consciousness?

Webster says consciousness is awareness, sensitivity, and the ability to perceive the relationship between oneself and one's environment.

We use our conscious mind when we are thinking logically or carefully. Your referability resides inside your conscious referable behavior.

I was on a plane Tuesday flying from NY to Arizona. I was traveling to attend my good friend Brian's wedding and also speak at a real estate office's sales meeting.
While waiting to board the plan an older man sat down next to me. There was a slight delay in boarding so we started some idle chit chat.
30 minutes into a conversation all about him, the boarding announcement was made. I said my goodbyes to “Steve” and told him it was a pleasure speaking with him.

I sat down in my assigned seat, guess who sat besides me, yep it was “Steve”. We stated talking again, more about him.

He is a realtor in NJ (small world), just got his brokers license, 2 grown children, and 3 grand kids which he was going to AZ to visit …… He finally asked me if I was traveling on business or pleasure. I told him little bit of

20 more minutes of him talking passed and he asked me what type of business I was going to AZ for. Ok here was my chance. I explained that I was going to speak at a sales seminar at a real estate office in AZ about referrals. “Oh you’re a realtor?” he asked.

I explained to him what I am, what I do, and how I help people.

He continued to talk… asked me what I thought of coaching. I explained that I do personal coaching, and then he asked me for some advice on referrals.

I gave him 10 quick thoughts that came to mind that are referable behaviors.
Over the past years, I have compiled a list of over 1,000 ways to improve your referability.

These are the ones I told him:

  1. Tell the truth, no matter what
  2. Be on time
  3. Make no assumptions and always ask the question behind the question. What is important about ______, to you?
  4. Check your thinking
  5. Be more interested then interesting
  6. Acknowledge people frequently with notes.
  7. Quickly admit when you’re wrong.
  8. Say 'please' and 'thank you'.
  9. Give people permission to share how they feel about your service. Be hungry for feedback.
  10. Speak with confidence and passion, do your homework and never wing it. If you don’t know the answer, say so.

I brought into his consciousness, that referable relationships have and equal amounts of give and take.

It was painful for him at first to recognize this; however, after 15 minutes of playing the question game, “Steve” became aware of how unskilled he was at being interested.
He was unconscious to the fact that he wanted to be interesting more then he wanted to be interested.

How many sales people when speaking to a client talk all about themselves?
They may talk about what those letters are after their names (ABR, ABRM, ALC, CCIM, CIPS, CPM, CRB, CRS®, CRE, GAA, PMN, RCE).
They may tell them why they should list with them, why they are the best, how fast they sell houses, and how nice the home is, among many other things.
The sales person thinks that they are taking about the customer, but they are really just talking about themselves.

How many sales people are more interested in there client then they want to be interesting? Not many

That the difference between being a transactional based sales person and relationship based consultant.

So, look at the list of ten behaviors that I gave to “Steve”.

Which ones can you bring into conscious constructive behavior?

Rain falls as a result of a change in the temperature, so in a like manner, a change in your referability happens as a result of a change in your state of consciousness.

Today’s 3 Minute Referral Tip.

You Must Develop A Referability Consciousness,
and Please Be More Interested Then Interesting.

Thanks For Spending 3 Minutes With Me...
The Best Is Yet To Be!


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