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,