3 Reasons Why You Need an Elevator Speech

By
Real Estate Agent with Hallmark Realtors

File:ESB Elevators.JPGAn elevator speech is a 30-120 second explanation of what you do that you may make to a person you meet in an elevator, perhaps, or at the checkout line at the grocery store or just about anywhere. Many professionals have scripted and rehearsed elevator speeches that they use to tell people they meet why they're the best person for the job. Do you have one? Here are the top 3 reasons why you need to have one:

1. First Impressions last. You only get one chance to make a good first impression on a potential client or referral. If you don't capture their interest in the first casual meeting, you're not going to get a second meeting.

2. Your next client is out there. There are, literally, dozens of people you run into on an average day and odds are at least some of them could use your services. The guy at the dry cleaners, the neighbor of the home you're showing, the clerk at the deli - any of them could be thinking of hiring a real estate professional and it could be you if you make the pitch right.

3. People refer people who remind them to refer them. Keep your name and what you do  fresh in the minds of the people you see on a frequent basis so that if they're in a position to give a referral, they think of you immediately. Tell the people you see often what new trend in short sales you've observed and they'll think of you if someone asks them about short sales later that week. 

 

Elevator speeches, like elevators, can help you get where you're going!

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~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email TeamZuhl@gmail.com.

 

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first impressions
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Rainer
102,949
Lester Wilkins
Blue Water Home Loans NMLS# 166527 - Port Huron, MI
I couldn't agree more. As a matter of fact, the Harvard Business Review published an article about this. I will Pom for it.
Apr 08, 2012 06:13 PM #2
Rainer
128,572
Richard Wilson
Cherry Creek Properties, LLC - Colorado Springs, CO
Town or Country, in Colorado, we do it all.

Great advice!  We always need to be prepared because most people find the real estate market interesting.    They always want the inside skinny on what is going on.  Always have a few stats memorized also!

Apr 08, 2012 07:56 PM #3
Rainmaker
949,372
Bob & Leilani Souza
Souza Realty - Roseville, Rocklin, Lincoln, Loomis, Granite Bay, Penryn, Newcastle, Auburn, Meadow Vista (California) - Roseville, CA
Placer County, CA: Foreclosures, Auctions, Rentals

Wayne and Jean Marie, thanks for the reminder I needed to polish up on my elevator speech...so far, I've been just winging it! :)

Leilani

Apr 09, 2012 12:58 AM #4
Anonymous
Anonymous
Sally Lewis

This is great advice.  I belong to a BNI group here in the Buffalo WNY area and we have to give a 60 second elevator speech each week.  I find it hard some weeks to come up with new material to keep it fresh.  Any ideas?

Apr 09, 2012 08:02 AM #5
Rainmaker
820,896
Lyn Sims
RE/MAX Suburban - Schaumburg IL Real Estate - Northwest Suburbs of Chicago - Schaumburg, IL
Schaumburg Homes

I should have one & I've been saying that for 20 years.  Let me tell you a painful story once at a Tony Robbins seminar that I had.  Whatever Tony was talking about we had to pair up quickly & give a 30 second 'elevator speech' on why you are the best xxx for the job.  Then your partner had to evaluate you based on a criteria if you were effective.  (Buzzer noise) YOU LOOSE LYN.  The guy was honest & told me right to my face that he wouldn't buy a house from me based on my speech - I was mortified but learned something valuable.  It pays to be prepared & that's just what an elevator speech is.

Apr 09, 2012 08:20 AM #6
Rainmaker
277,949
Travis "the SOLD man" Parker; Associate Broker
Team Linda Simmons, Enterprise, AL 36330 - Enterprise, AL
email: Travis@theSOLDman.me / cell: 334-494-7846

Along with the other Elevator Speech blog post - EXCELLENT idea. Thank you!!

 

Apr 09, 2012 08:24 AM #7
Rainer
30,648
Rachel Tipton
Litchfield Real Estate - Litchfield, SC

Agreed! I have been in many situations where I kicked myself that I did not have a better elevator speech. I am working on it today and going to get it in my routine!

Apr 09, 2012 08:25 AM #8
Rainmaker
715,962
Sharon Parisi
Keller Williams Dallas Premier Realty - Dallas, TX
Dallas Homes

Elevator speeches are something we can use multiple times a day to let those around us know what we do.

Apr 09, 2012 09:13 AM #9
Rainer
285,683
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Kimo's Lifestyle Solutions

I try to keep my elevator speeches under 30 seconds or less. My elevator speech must be informative yet concise while asking for the opportunity to be of service. The reaction, I'm looking for is when they ask me how do I do that?

Apr 09, 2012 09:35 AM #10
Rainmaker
638,192
Stephanie/Bob The Ruiz/Miller Team
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Wayne and Jean, guess I should have read this one first.  But I already knew I needed one.  Your 2nd post told us how to create it!

Apr 09, 2012 10:09 AM #11
Rainmaker
398,596
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Good reminder. I've been saying I need to work on an effective Elevator Speech for a while now. Something that is short, stands out, and really captures their attention. Im going to check out your other post to pick up some ideas.

Apr 09, 2012 02:15 PM #12
Rainer
22,149
Alan Mackenthun
Bridge Realty - Shakopee, MN

Good point, but I'd say a 2 minute elevator pitch is way too long.  30-60 seconds should be plenty.  It should be short and sweet planting an anchor in the target's head regarding your value.

Apr 09, 2012 02:47 PM #13
Ambassador
1,003,516
Bob Crane
Woodland Management Service - Stevens Point, WI
Forestland Experts! 715-204-9663

Thanks for the important article Wayne and Jean, I needed that reminder and I will brush up on mine today.

Apr 09, 2012 03:08 PM #14
Rainmaker
362,422
Sylvie Stuart
Keller Williams Check Realty 928-600-2765 - Flagstaff, AZ
Home Buying, Home Selling and Investment - Flagstaff, AZ

It's very helpful having a set speech that you can use for brief encounters with people. Something interesting that doesn't come off as "salesy" but is genuine, is always good!

Apr 09, 2012 04:23 PM #15
Rainmaker
1,266,718
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Good reminder.  Even when we know our topic well learning to be concise is a good thing.

Apr 09, 2012 08:16 PM #16
Rainmaker
128,113
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

Double down.  Glad I got one.  I'm going to talk to my sales coach and owner of company about my pitch.

Apr 09, 2012 09:52 PM #17
Anonymous
Anonymous
George Navarro - The Right Choice 310-378-2268 (Call Realty)

We absolutely should be prepared to make the most of the brief encounters.  A smile and cheerful greeting, is a great starting point. 

Apr 10, 2012 07:52 AM #18
Rainmaker
656,887
Evelyn Kennedy
Gallagher & Lindsey, Alameda, California - Alameda, CA
Alameda, Real Estate, Alameda, CA

Wayne and Jean Marie:

Yes, an elevator speech is very important.  It's what we say when we are asked what we do.  We want it to be good and memorable.

Apr 10, 2012 08:52 PM #19
Rainer
45,006
Jairo Arreola
Aladdin Realty - San Jose, CA
VA Home Loan Specialist - SF Bay Area - South Bay - San Jose

Great Tips. We always have to be ready because you never know who you might run into.

Apr 14, 2012 09:31 PM #20
Rainmaker
398,411
Sybil Campbell
Century 21 John T. Ferreira and Son Inc. 500 Centre St. Amelia Island, Fl 32034 - Fernandina Beach, FL
REALTOR ABR, SFR, SRES - Amelia Island

I love the analogy and the idea of asking for referrals. I've been doing that a lot lately.

Aug 12, 2014 11:46 AM #21
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Wayne and Jean Marie Zuhl

The Last Names You'll Ever Need in Real Estate
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