sample sales rally 60 min
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TRANSCRIPT
To Our Sales Rally
Welcome
Quote of the Month
“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw
Does Anyone Have Something Great To Share?
We Do!
What’s Dave Have to Say?
https://www.remax.net/News/Pages/LinigerTop10Predictions2013.aspx
Welcome to the Fam!
State of the Office & Market
Kudos!
Motivational Moment
Crucial Conversations Are
Interactions that happen to everyone. They’re the day to day conversations that affect your life.
Crucial Conversations Are Ones In Which
• Opinions vary• Stakes are high• Emotions run strong
What Makes Each Conversation Crucial
And not just challenging, frustrating, or annoying, is that the results could have a huge impact on the quality of your life.
Despite the Importance
Of crucial conversations, we often back away from them because we fear we’ll make matters worse. We’ve become masters at avoiding tough conversations.
Co-Workers
Send emails to each other when they should walk down the hall and talk to one another.
Bosses
Leave voice mail in lieu of meeting with their direct reports.
Family Members
Change the subject when an issue gets too risky.
Three Possible Ways to Handle Crucial Conversations
1. We can avoid them.
2. We can face them and handle them poorly.
3. We can face them and handle them well.
For Many of Us
When conversations move from casual to crucial, we are generally on our worst behavior. Why is that?
We Are Designed Wrong
When conversations turn from routine to crucial, we’re often in trouble. That’s because emotions don’t exactly prepare us to converse effectively.
As A Result
You end up facing challenging conversations with the same intellectual equipment available to a rhesus monkey. Your body is preparing to deal with an attacking saber-toothed tiger, not your boss, neighbor, or loved ones.
Pressure
Crucial conversations are frequently spontaneous. More often than not, they come out of nowhere. And since you’re caught by surprise, you’re forced to conduct an extraordinary complex human interaction in real time – no books, no coaches, and no therapists.
All You Have
Is the issue at hand, the other person, and a brain that’s drunk on adrenaline and almost incapable of rational thought.
It’s No Surprise
That we often say and do things that make perfect sense in the moment, but later on seem, well, stupid.
We Act in Self-Defeating Ways
In our doped up, dumbed down state, the strategies we choose for dealing with our crucial conversations are perfectly designed to keep us from what we actually want. We’re our own worst enemies. And we don’t even realize it.
Here are Some Typical Crucial Conversations
• Ending a relationship• Talking to a co-worker who behaves
offensively• Asking a friend to repay a loan• Giving the boss feedback about her
behavior• Critiquing a colleague’s work
Here are Some Typical Crucial Conversations
• Resolving custody or visitation issues• Dealing with a rebellious teen• Asking in-laws to quit interfering• Talking to a co-worker about personal
hygiene problems
By The Way…
In real estate, isn’t almost every conversation a crucial one? • Offers• Negotiating• Pricing a listing• Getting a buyer contract signed• Overcoming objections
The Effects
Of conversations gone bad can be both devastating and far reaching. Strong relationships, careers, organizations, and communities all draw from the same source of power – the ability to talk openly about high stakes, emotional, controversial topics.
The Key Skill
Of effective leaders, teammates, parents, and loved ones is the capacity to skillfully address emotionally and politically risky issues.
As it Turns Out
You don’t have to choose between being honest and being effective. You don’t have to choose between candor and your career.
People Who
Routinely hold crucial conversations and hold them well are able to express controversial and even risky opinions in a way that gets heard.
The People Around Them
Listen without becoming defensive or angry.
Improve Your Relationships
When you ask the average person what causes people to break up, he or she usually suggests that it’s due to differences of opinion.
People Have
Different theories about how to manage their finances, spice up their love lives, or rear their children.
In Truth
Everyone argues about important issues. But not everyone splits up. It’s how you argue that matters.
Live Healthier!
The emotional pain we suffer, and the constant battering we endure as we stumble our way through unhealthy conversations slowly eats away at our health.
In Some Cases
The impact of failed conversations leads to minor problems. In others it results in disaster. In all cases, failed conversations never make us happier, healthier, or better off.
The Consequences
Of either avoiding or fouling up a crucial conversation can be severe.
When We Fail
A crucial conversation, every aspect of our lives can be affected – from our careers, to our communities, to our relationships, to our personal health.
The Mistake Most of Us Make
In our crucial conversations is we believe that we have to choose between telling the truth and keeping a friend.
The Fool’s Choice
When we were young we learned that when Grandma served us a large wedge of Brussels Sprout Pie and then asked, “Do you like it?” – she really meant, “Do you like me?”
When We Answered Honestly
And saw the look of hurt and horror on her face, we made a decision that affected the rest of our lives: “From this day forward, I will be alert for moments when I must choose between candor and kindness.”
And From That Day Forward
We have found plenty of those same types of moments with bosses, colleagues, and loved ones. The consequences can be disastrous.
When It Comes
To risky, controversial, and emotional conversations, skilled people find a way to get all relevant information (from themselves and others) out into the open. That’s it.
At The Core
Of every successful conversation lies the free flow of relevant information. People openly and honestly express their opinions, share their feelings, and articulate their theories.
They Willingly
And capably share their views, even when their ideas are controversial or unpopular.
Dialogue
Is the free flow of meaning between two or more people.
Filling the Pool of Shared Meaning
Each of us enters conversations with our own opinions, feelings, theories, and experiences about the topic at hand. This is our personal pool of meaning.
When Two or More People
Enter crucial conversations, they don’t share the same pool. Their opinions differ.
Those Skilled in Dialogue
Make it safe for everyone to add their meaning to a shared pool – even ideas that at first appear controversial, wrong, or at odds with their beliefs.
The Pool of Shared Meaning
Is the birthplace of synergy.
As People
Sit through an open discussion where ideas are shared, they take part in the free flow of meaning. Eventually they understand why the shared solution is the best solution.
The Time You Spend
Up front establishing a shared pool of meaning is more than paid for by faster, more unified, and more committed action later on.
Let’s Look At
How people who are skilled at dialogue stay focused on their goals – particularly when the going gets tough.
This Requires
• Work on me first, and us second• Focus on what you really want• Refuse the fool’s choice
Me First, Us Second
When tensions rise in crucial conversations it is not that our behavior simply degenerates, it’s that our motives do. We go from focusing on the end goal to focusing on winning or getting even.
As Much As
Others may need to change, or we may want them to change, the only person we can continually inspire, prod, and shape – with any degree of success, is the person in the mirror.
Focus On What You Really Want
When conversations become crucial, step back and look at yourself as an outsider. Ask yourself, “What am I doing, and if I had to guess, what does it tell me about my underlying motive?”
Stop & Ask Yourself
• What do I really want for myself?• What do I really want for others?• What do I really want for the relationship?
Refuse the Fool’s Choice
Watch to see if you’re telling yourself that you must choose between peace and honesty, between winning and losing, and so on. Break free of the fool’s choice by searching for the and.
Clarify What You Don’t Want
Add to it what you do want, and ask your brain to start searching for healthy options to bring you to dialogue.
Learn to Look
When caught up in a crucial conversation, it’s difficult to see exactly what’s going on and why. When a discussion starts to become stressful, we often end up doing the opposite of what works.
Learn to Spot Crucial Conversations
• Physical Signals – stomach tightens, eyes get dry
• Emotions – scared, hurt, angry• Behavior – raised voice or becoming
extremely quiet
Spot Safety Problems
Those most skilled at dialogue keep an eye on safety. If you make it safe enough, people feel like they can talk about anything without fear that they will be attacked or humiliated.
People Rarely
Become defensive simply because of what you are saying. They only become defensive when they no longer feel safe. The problem is not the content of your message, but the condition of the conversation.
If You Can Learn
To see when people start to feel unsafe, you can take action to fix it. That means that the first challenge is to simply see and understand that safety is at risk.
By Pulling Yourself Out of the Argument
And looking for signs that safety is at risk, you reengage your brain and your full vision returns.
Step Out, Make it Safe, Step Back In
If you really want to have a healthy conversation, then you may have to set aside confronting the current issue, for a moment or two, to make it safe for the other side.
Mutual Purpose
To create safety you must create mutual purpose. Mutual purpose means that others perceive that you’re working toward a common outcome in the conversation, that you care about their goals, interests, and values.
And Vice Versa
You believe they care about yours.
Mutual Purpose
Is the entry condition of dialogue. Find a shared goal, and you have both a good reason and a healthy climate for talking.
Mutual Purpose
Is not a technique. To succeed in crucial conversations, we must really care about the interests of others – not just our own.
If Our Goal
Is to get our way or manipulate others, it will quickly become apparent, safety will be destroyed, and we’ll be back to silence or violence by the other party in no time.
Examine Your Motives
Ask yourself:• What do I want for me?• What do I want for others?• What do I want for the relationship?
You Can’t Stay
In a crucial conversation if you don’t maintain mutual purpose. Mutual respect is the continuance condition of dialogue. As people perceive that others don’t respect them, the conversation immediately becomes unsafe and dialogue comes to a screeching halt.
Final Thoughts
Your life is fundamentally a function of how you are handling dialogue with people around you.
If You Persist
And use the ideas we’ve shared, you will see dramatic improvements in your relationships and results. A little bit of change can lead to an enormous amount of progress.
Motivational Moment
30 Second Pitch
Sharpening Your Skillswww.RealEstateCareerMentor.com
Sharpening Your Skillswww.RealEstateCareerMentor.com
Sharpening Your Skillswww.RealEstateCareerMentor.com
Sharpening Your Skillswww.RealEstateCareerMentor.com
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Great Reads
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As Always
As Always... if you know of anyone who would appreciate working at a rewarding and professional real estate office that is
dedicated to enriching the lives and careers of its agents, please call me with their name and business number and I would be happy to follow up and take
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