How remembering names can equal real estate success

As real estate agents, much of our business revolves around people and property.  Pitching for new property listings to prospective clients, and selling property to potential buyers, to be precise.   The little things when it comes to interpersonal relations can therefore be powerful tools to secure you business and increase your sales. 

One such interpersonal tool is the art of remembering people’s names.  In the words of Dale Carnegie, author of the famous How to Win Friends and Influence People, "If you want to win friends, make it a point to remember them.  If you remember my name, you pay me a subtle compliment; you indicate that I have made an impression on you. Remember my name and you add to my feeling of importance."

These are wise words that all real estate agents should try to take note of.   The simple act of remembering a name and pronouncing it correctly, even when not in a professional capacity, could set you apart and even have a positive influence on your future business.

Remembering names can be difficult, especially as real estate agents are often in situations where we meet a tremendous amount of people in one go.   To make things a little bit easier, there are easy techniques you can use to commit names, and their pronunciation, to memory. 

Repetition is a good starting point.  After an introduction, try to use the other person’s name in the first sentence out of your mouth.  “Hi Edward, it’s a pleasure to meet you.”  To further cement the name, in some situations you could ask which version of the name is preferred. “Do you prefer Edward or Ed?”

If the name is not one you’ve seen before, or has an odd pronunciation, try to find another word that rhymes with it.  “Her name is Keir, as in beer”.  This will help you to remember the actual name, and could impress the other person who previously may have been forced to frequently correct people who haven’t bothered to make the effort that you just displayed. 

If you forget someone’s name, requesting a business card, or asking somebody else to introduce themselves can be good ways to avoid embarrassment. 

Try to avoid being too familiar with people you have only just been introduced to.  There can be nothing more frustrating than having your name shortened from ‘Edward’ to ‘Eddie’ if you dislike the nickname. 

Remember that a name is often the most important word to any single person.  You could be surprised by the power that the simple act of remembering the name of someone who hadn’t expected you to can have.  And you never know the real estate success that such power could translate to. 


Posted by Reality Bytes - Real Estate Training Blog on 27/07/2010 at 2:42 PM | Categories:


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