The 30 Second Elevator Speech...What's in Your Toolkit?

By
Real Estate Agent with Trident Realty Group

I've found myself in varied situations lately, from networking events to shopping at the grocery store to hangin' with the fellas meeting their friends. Sometimes my radar is on, sometimes not but my personality is such that I'm always aware of someone else's comfort and engagement in a conversation. Whether I'm actively looking to convert someone into a prospect or I just need them to pass the chips and salsa to this end of the table, I wouldn't want to exclude anyone.

I have noticed my elevator speech has evolved over the years, primarily because I listen to everyone else's routine. Sometimes I modify what I hear, sometimes I yawn like the MGM lion (yes it's a yawn, not a roar). Listening is key. So, what I've done is actually preface my speech (often just a few quick sentences) with preparatory questions. I'm usually the first to ask "what do you do?". Inevitably the question comes back in my direction.

So like a good listener, I tend to ask a lot of casual questions. I'm not a very good snake oil salesman but I am genuinely interested in what the other person has to say. Often this even helps me modify my shtick by incorporating what they've said, just to validate the fact I was indeed listening. However, in Southern California most people know about the state of our market. It's all over the media, even planted in the front yards of every neighborhood. So my speech often comes on the heels of what my audience is already aware of. Note: It really is a great time to be selling real estate in SoCal.

Without further adieu, when asked "So what do you do?", here's one of mine:

"You know a little about the tremendous amount of foreclosures in San Diego, right? (Yes.) And the trouble a lot of homeowners are in, yes? (Yes!) Well I'm a REALTOR® that helps homeowners avoid foreclosure AND I've helped many first time buyers purchase a home they couldn't afford two years ago. Do you know anyone in either of those boats?

Most of the time they do, and the door is open...

As a good student, I'd love to hear yours - I'm always open to improvement. Anyone have any suggestions? Please share!

What's in your toolkit?

Thanks in advance,

Md

 

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Rainmaker
183,742
Sheila Moran
RE/MAX Access (Garden Ridge, San Antonio, New Braunfels) - New Braunfels, TX
SanAntonioSheila.com, RE/MAX Access, 210-32

Marvin,

Thanks for reminding me that I need to work on this....

 

March 08, 2009 03:05 PM #1
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Hi Sheila, if we're good students of sales, it shouldn't take much work. You're already a good conversationalist, look how many years you've been in the biz! The part that was tough for me was sometimes thinking quick, on the fly. That's why I remind myself before going into a social setting. Good luck. Md

March 08, 2009 05:30 PM #2
Rainer
97,817
Lara O'Keefe
North Texas Home Finders - McKinney, TX

Marvin, I would build on your personality and connect with them individually rather than offer a canned presentation.

March 08, 2009 09:32 PM #3
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Thanks Lara, good points. I'll do my best not to sound like I'm reading from a script. What I think I hear you saying is bond with them a little, yes? Connect with them on a personal level? If that's what you meant, I'm with you. If what you meant was improve my personality, I can do that too. Like I said, I'm open to improvement.

Sincere thanks for your comment.

Md

March 08, 2009 10:59 PM #4
Rainmaker
675,927
Mary Yonkers
Alan Kells 1-814-881-7548 - Erie, PA
Erie/PA Real Estate Instructor

Md--GREAT post.  Thanks for writing this.  I am glad I suggested it.

I like the way you ask them a question about themeselves then the converstion flows back to you so you can use the 'speech.'  What a good way to frame the current market.  May I include this in my next real estate class?  (I am real estate instructor.)

Have a great day!

March 09, 2009 02:59 PM #5
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Hi Mary,

Absolutely! I learned this from a trainer as well so I'm more than happy to pass it on. I hope it helps your agents, share the success stories!

Cheers,

Marvin

March 09, 2009 03:35 PM #6
Rainmaker
675,927
Mary Yonkers
Alan Kells 1-814-881-7548 - Erie, PA
Erie/PA Real Estate Instructor

Marvin,

I just quoted your elevator speech in Elephant in the Room.

Have a great evening.  Mary

March 09, 2009 05:31 PM #7
Rainmaker
19,586
Winston Westbrook
Westbrook National Real Estate Co - Victorville, CA

Great stuff Marvin. I like the elevator speech concept. Quick and to the point. Mary Yonkers brought your post to my attention. I think I am going to add this to my tool kit for sure. I flagged your post to be featured someday. Thanks again.

March 10, 2009 01:22 PM #8
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Thanks Winston! Hey we're all in this biz together, right? I figure if you share what you know, it makes our industry a better place.

Have a great week!

Marvin

March 10, 2009 03:12 PM #9
Rainer
179,085
Erik Hitzelberger
RE/MAX Alliance - Louisville REALTOR-Luxury Homes - Louisville, KY
Louisville - Middletown Real Estate

Marvin - This is a very solid approach.  By paying attention and legitimately caring about the person you are taling to, they are less likely to put up the defenses when you tell them what you do. 

March 10, 2009 10:35 PM #10
Ambassador
1,308,477
Robert (Vegas Bob) Swetz
REALTY ONE GROUP - LAS VEGAS, NEVADA 702.443.7156 - Las Vegas, NV
Commercial & Residential Real Estate Agent

Marvin - Great stuff and I think we all need a little boast and practice, by the way featured at:

CUSTOMER SERVICE

March 11, 2009 10:58 AM #11
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Erik - Thanks for the thoughts. Our business is based on building relationships, right? I figure if we approach prospects from their perspective, they'd be open to helping us help them, if that makes sense. Happy Wednesday. Marvin

March 11, 2009 11:21 AM #12
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Bob, I'm honored and humbled. Thank you, thank you for putting me in the limelight, you are too kind. Marvin

March 11, 2009 11:23 AM #13
Rainmaker
472,437
The Trumm Team Omaha Homes for Sale, Real Estate
Keller Williams Greater Omaha - Omaha, NE

Good Posts.  Found thim interesting and diverse. 

April 01, 2009 08:16 AM #14
Rainmaker
54,049
Marvin de la Vega
Trident Realty Group - Chula Vista, CA

Thanks Troy. Sometimes you never know when the opportunity will present itself...

April 01, 2009 05:39 PM #15
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Marvin de la Vega

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