Before Situation:
As you may not know that I just started to work as a full time Real Estate Broker during the day at the beginning of the semester. My career includes dealing with multiple clients at a time. For the term project I choose to write about one of my new clients that I have just met through a phone call. His name is Steve Chen and he found my advertisement on one of the magazine that I have advertised. At first I knew nothing about him beside that he want to look for a house in San Leandro or San Lorenzo that is 3 bedrooms and 2 bathrooms with a price that is below $250,000. He didn’t even want to give his name out to me, he basically just wanted to have the address on the advertisement, so he could do a drive by and checks the property out. I manage to persuade him to let me show him the property because it was no use for him to just stare at the outside of the building without even knowing what the condition of the property was. Basically there was no trust between us because we were stranger and didn’t know each other background.
Principal:
Arouse in the other person an eager want.
Smile
Remember that a person’s name is to that person the sweetest and most important sound in any language.
Be a good listener. Encourage others to talk about themselves.
Talk in terms of the other person’s interests.
Get the other person saying “yes, yes” immediately.
The Story: One of the first principal that I used from the novel “How to Win Friends & Influence People” by Dale Carnegie was to arouse in the other person an eager want. I did this by first showing him home that are in not so good condition that require some improvement in order to be habitable. He’ll probably have to put in another $20,000 to remodel the property, which will be a lot work because he would have to deal with the contractor and getting a permit from the city. Later in the week I would show him properties that are in great move in condition, this help encourage him and create an eager in my client that he want to put an offer on the property because he would save a lot money and all the trouble of fixing up the property. Whenever I meet my client I would smile and call him by his name like what Dale Carnegie said, “smile” and “remember that a person’s name is to that person the sweetest and most important sound in any language.” When I smile and greet my client he would smile back and greet me as well, this helps a lot in breaking the bubble barrier between us and let us become more familiar and creates a friendlier environment. Seeing a smile returned from my client also brighten my day as well by letting myself know that my client thinks of me as a friend not an enemy and that I am here to help him. This also help build up a trust between me and my client. I also start calling my client name “Steve” every time I meet him or talking to him on the phone. At first he has a hard time remembering my name and even pronouncing my name. After a while of me calling him by his name he took the effort to remember my name as well and pronounce it correctly. He actually feel embarrass for not remember my name. This actually helps us create a friendship and show that we are not just a real estate agent looking for a property for my client. By him calling my name it make me feel as if I am a important person to him that he took the time to remember, and I am sure my client feel the same way too or he wouldn’t have spend the time trying to remember my name. This motivates me to help him find a prefect home for him and his family. I usually encourage my client to ride in the same vehicle when we go out to show property. This is a chance that we could socialize more and to also help me understand what type of property my client is actually looking for. Dale Carnegie mentioned that “be a good listener and encourage others to talk about themselves. “ Most of time when Steve and his wife come out for a showing of