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Op/Ed

Communicate more effectively by not using this one word

(EDITORIAL) Effective communication means more sales, better coworker relationships, and less effort cleaning up messes.

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What’s more frustrating than a problem you can’t immediately solve? A coworker who acts like he or she has all the magical answers and might as well handle it for you.

No one asked for your help, Karen.

Being a know-it-all may have been cute when you were five, but you’re a professional now. Telling a colleague what he or she should do is more or less telling them what they should do, and, more specifically, what you would do. Even more so if your advice is unsolicited but you’re outlining directives anyway.

To more communicate in a less contentious way, avoid using the phrase “you should” unless someone explicitly asks, “What should I do?” If you haven’t been specifically asked that question but still throw out instructional advice, you could be dubbed that person in the office who causes eye rolls and groans because you’re oh so “helpful” and your behavior may deter others from actually seeking your advice when needed. No one likes to be lectured to.

This is true for coworkers, spouses, friends, clients, and so forth.

If you feel the burning urge to share some advice, try posing your comments in one of the following ways instead:

“Have you tried…?”

By posing your advice as a question, you’re allowing your colleague to answer on their own and talk out their current situation. Asking a question also implies that you care enough to help without jumping straight into a lecture.

“I’ve done this in the past and it worked for me.”

Be a little #relatable. Tell a story about what has worked for you to show you’re coworker that you’ve been there, too. Display sympathy and empathy by sharing how you’ve dealt with a similar situation before and how you succeeded.

“Is there anything I can do to help?”

Yes, actually ask if you can help before offering help. Instead of describing what your coworker should or shouldn’t do, show simple kindness and extend the offer. They might say no, but that’s OK. Just knowing that you cared enough to ask may be more helpful than you think.

It’s possible to communicate advice without telling people what they should or shouldn’t do. That’s not your job, after all.

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Sienna is a Staff Writer at The Real Daily and has a bachelor's degree in journalism with an emphasis in writing and editing from the University of Wisconsin Oshkosh. She is currently a freelance writer with an affinity for topics that help others better themselves. Sienna loves French-pressed coffee and long walks at the dog park.

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Op/Ed

How a TED Talk on procrastination actually changed my perspective

(EDITORIAL) If procrastination is a problem for you, at least bookmark this editorial to revisit within the month.

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Procrastination is a huge challenge

Did you know that there are PhDs studying procrastination and that there are experts on the topic? People that have devoted their careers to understanding the science and psychology behind why it is our human nature to put things off?

I was talking with my dad on the phone today, and it turns out that we both randomly wanted to talk about a topic we have never discussed – procrastination (we had put it off long enough – see what I did there?). He ordered a book months ago on the topic that he finally read, and I watched a TED Talk on it over the weekend, both of which stuck with us and altered our perspective slightly. He learned about the roots of his specific type of procrastination, and while sharing it with me, I realized that because of the way he raised me (giving me ample room to row my own boat), I am absolutely not a procrastinator.

Or am I?

First things first, watch this:

It’s 15 minutes, and what follows won’t make sense unless you watch the entire talk (don’t procrastinate, you’re already here):

How this altered my perspective… at first

I really loved Tim Urban’s take on procrastination, positing that the instant gratification monkey often derails us, but the panic monster gets us back on track when it is required. The simplicity of the message is such that anyone can imagine the monkey upstairs and tell it to shut the hell up if they want to.

Like I said, Urban’s talk stuck with me, which is rare – I’m more of a watch something, instantly digest, and move on type. But I kept thinking of this. And it upset me. Not because I had to acknowledge my personal feelings toward procrastination, but because something was missing.

I spent a great deal of time these past few days considering why I was so upset about this – who cares? It’s a video, move on, Lani. But I can’t.

At first, I concluded that I can’t relate to Urban’s theory because I’m not a procrastinator. In fact, I’m very list oriented.

I’m a classic over-achiever, I’m that kid in class that finished every test before any student was halfway through. I’m not exaggerating, ask anyone on FB that I went to school with. So of course I’m not a procrastinator.

But that wasn’t right, I’m not NOT a procrastinator

But that’s wrong. Everyone procrastinates – some people put off big life decisions, others minutiae, but everyone does it. So the next conclusion that I came to is that Urban’s theory rubbed me the wrong way because I am a procrastinator, but also a workaholic. Hear me out.

You see, I procrastinate constantly. In fact, I’m currently procrastinating from finalizing a speech I’m giving next month, by writing this editorial. Yes, next month, that’s what is on my agenda during this exact hour. But I’m not tackling that – this editorial isn’t even on my to do list. I’ve gone rogue.

And this is what rubbed me the wrong way about Urban’s otherwise flawless theory: Procrastination doesn’t necessarily mean that I go play Xbox or decide to read an entire Wikipedia entry about the Boston Marathon, then click on another link and another and another, and fall down a useless rabbit hole for fun.

For me, procrastination means consciously altering the order of prioritized tasks or adding new (easier)tasks. And they’re always work (I already told you I’m a workaholic), not entertainment or useless.

So today, instead of finalizing a speech, I created content here. Instead of scrubbing the email list this morning, I scheduled out a series of emailers. Rather than repoint a list of URLs that I committed to changing today, I hand-wrote a flowchart of rules for a massive and unruly jobs group we operate. See? The instant gratification monkey didn’t say “hey, let’s go pet the cats and learn how to play guitar and do a cartwheel,” my instant gratification monkey said, “these things are all important, but this work item would be easier or more interesting right now than the other and I’m lazy efficient.”

So my takeaways? I have three:

  1. A speaker/writer has done a good job if you’re digesting their works long after they’re fully consumed (whether you agree or disagree with their premise).
  2. Procrastination is nuanced, and people much smarter than I have dedicated their lives to studying it. I can’t fully understand it after one gd Ted Talk, so I’ll continue pondering. Again, proof that Urban did a great job.
  3. Procrastination is different for every person. My personal method of procrastinating is doing easier work tasks first (not meandering around the web aimlessly).

Next time I am off task, I can fight my version of the instant gratification monkey and put myself back on the tracks.

After watching the video, I urge you to consider what procrastination is for you.

What does procrastination look like for you? Does your monkey tell you to re-prioritize, clean your desk, or learn about wombats via YouTube?

#Procrastination

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Op/Ed

How dropping everything to unlock a door for a buyer damages the profession, increases safety risks

The real estate profession is unique in that everyone is on call, but until better practices are put into place, the profession will suffer.

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Consider the following scenario:

“Welcome to Burger House may I take your order?”
“I’d like a Big House Burger, a large sweet tea and I’d like to buy 1915 Main St.”
“Great would you like a home warranty with that?”
“No. Just the house.”
“Will you be paying cash or getting a mortgage?”
“Cash.”
“Your total is $196,521 please pull forward to window 1 to pay. Your food and keys are at window 2.”

Well now that’s a silly scenario. Who buys a house at a fast food drive through? That’s ridiculous, isn’t it?

Not really, if you consider how buyers call in on properties and expect real estate agents to “serve them up” a house sometimes with no notice, no appointment, and very little exchange of basic information. Here’s what a typical phone call is like to a real estate agent:

“Hello this is Jane. How may I help you?”
“I’d like to see 123 Main Street.”
“Okay great. The list price for that is $125,000. What is your name?”
“John. When can I see it?”
“Okay John and in case we are disconnected what is the best phone number for you?”
“I am in front of the house now I’d like to see it as soon as possible.”
“Well that house is occupied and we are supposed to give the owner 24 hours notice. Can you tell me a little about what you’re looking for?”
“It doesn’t look occupied. I walked around the outside and I don’t think anyone lives here now.”
“Actually it is occupied. The owner still lives there. I need to call and request an appointment. Even if it’s vacant we still do need an appointment. Have you been looking a long time or did you just start looking?”
“I have been looking a few months. When can you get here?”
“Okay I need to call to set it up. Are you working with another agent?”
“No I just call the listing agent when I see something. I’d really like to get in now. I only have an hour so can you get here quickly?”
“Let me call the seller John and get approval. I need to clear it with him first. What’s your last name?”
“Are you coming now to show it to me or not? I don’t have time to answer all these questions.”

I hear the buyer’s frustration – he wants an appointment right now

He’s not willing to give up personal information in exchange for an appointment. But the agent has a stranger on the phone who wants to meet right now, we don’t know if the person is qualified to buy – or even his last name.

The agent taking the call is trained to screen buyers to make sure (1) they are qualified to buy and (2) they are not working with another agent. This is standard practice in the real estate business. But the caller is having none of the vetting process – he just wants to see the house and see it immediately. See the disconnect here?

The next step the caller typically takes is to ask the agent, “Do you want to sell the house or not? Because I want to buy this house.” He hasn’t seen it yet, we don’t know if he can financially afford it, yet he wants the agent to jump in the car and rush over to open the door.

It’s a scare tactic. The buyer thinks agents are so desperate to make a sale they will risk their own personal safety – and waste of time – versus not sell a house.

Pulling the “safety” card

Whoa – yes I just pulled the “safety” card. To those who are not in this industry who may be reading this, answer this question: “If it was your wife or mother or little brother who was being asked to hop in the car, to meet a stranger at an empty house, perhaps at 10 am or 8 pm, would you be so quick to judge?”

Because that is exactly what real estate agents are asked to do every single day.

Get a call, meet a stranger, maybe sell the house. Maybe we lose more than a few hours of our time. Maybe we lose our lives. I know it’s a sobering thought – but in what other industry does the phone ring, and the person on the other end run to meet a stranger outside the office without screening them for the ability and motivation to buy? It happens every day in real estate.

Just meet them at the office, right?

You may be thinking, so meet them at the office and then take them out. Spend a week in this business and you will realize just how hard that is to implement. The house may be on the east side of town and your office is on the west side. The buyer doesn’t want to drive to the office when he’s already in front of the house.

You’re already in the car when he calls and it’s just a few minutes to run over to the property anyway. Who wants to inconvenience the buyer and the agent who are both on the other side of town from the office?

Those are not even the best arguments for not going back to the office to meet the buyer. The best arguments come from the buyers themselves, who are trained or conditioned NOT to treat real estate agents as true professionals. We’re just door openers, people who get buyers access to the house.

Try quizzing a buyer about his wants or needs or motivations and you’ll find that many buyers don’t think they have to answer questions at all. They are so used to agents just making the appointment that when an agent tries to ask questions so he or she can advise and counsel that person, they resist.

“Just get me in. I just want to see the house,” is the mantra.

How practitioners can change this game

Things won’t change until agents stop playing the game and won’t make the appointment until meeting in person at the office, or at least answering a few basic questions. I would love to see every agent stop dropping everything to show a house to a buyer “just in town a few hours” on the chance the buyer is “the one” who buys the property.

Yes it’s a gamble, but in 15 years of doing this, I find it’s rarely the buyer who throws a tantrum and insists in instant access who is “the one.”

Buyers who are serious will answer our screening questions. They understand that we are professionals who need appointments to show them houses. And they respect our time and brains in the counseling/advising process. Those are the buyers we want to work with. Those are the buyers who deserve our time and attention. Not the buyers who pitch a fit when they call an agent’s cell phone late Friday night and get no answer. Not the buyers who are sitting in front of a home and demand an agent show up within five minutes.

I wish every agent working with buyers would read this and agree to stop caving in to buyer demands to instant access to houses and agents.

But if agents deny access, unfortunately the consumer will just pick up the phone and call the next agent on the list. And chances are that one agent on the list will be hungry enough, desperate enough, or just naive enough, to hop in the car and show the house.

Until we train our agents and enforce an office policy that discourages “Pop Tart” agents, consumer behavior won’t change.

This editorial was originally published in March of 2015.

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Op/Ed

Branding doesn’t happen overnight, sometimes you have to give to get

(EDITORIAL) Branding is something that Marie Forleo has seemed to master. However, what works for her might not work for you. Seek out brand authority and maximize business.

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Brand envy

You don’t want Marie Forleo’s branding. I know that is a bold statement to make. “But VANA,” you cry out to me, “She has a beautiful, clean website. Forleo has an amazing program that sells out every time it opens cart. She’s making massive changes for women in their lives and businesses. She’s met Oprah for pete’s sake.”

bar
Shh my sweet summer child. Worry not for I have what you truly seek.

authority

You don’t want Forleo’s brand because what you seek is to have an expert brand like hers.

What you seek is brand authority.

And the only way you can do it is to blaze forth on your own trail, not by following the path another forged.

How does one just become an expert in their field?

Forleo certainly didn’t just wake up one morning with Oprah on her schedule. It took a solid plan and positioning herself to get there. I’m not here to tell you your work must be hard or easy to be fulfilling, or that the hustle struggle is real or a 4 hour work week is possible.

I am here to tell you if you commit to it, show up for it every damn day, and live your biz with authenticity, you can have your own unique brand authority.

And that is much more satisfying than chasing a grasp of someone else’s.

So without amassing a pile of student debt or credit card loans, how do you become an expert?

use your noggin

Some people say fake it till you make it which works to a certain degree, some people educate themselves in depth. However, knowledge is a resource like anything else, you just have to know how to cultivate it.

People are another fantastic resource (one we not are caring enough for but another post for another time), and knowing how to listen and what to ask is crucial in gaining expert knowledge.

Being a great entrepreneur (and a better human tbh) is 80% listening and 20% asking the right questions.

Another way to achieve this is self-educating. “But Vana,” you tap your foot at me, “If everyone could just teach themselves to do something, why isn’t the world full of entrepreneurs?” And a perfectly valid question.

The reason is time.

Teaching yourself new things as an adult can be difficult and take some time (time you might not have with a 9-5, family, social life, relationships, ANIMALS TO PET, you know life). And until someone makes time turners a reality, becoming an expert entrepreneur is going to require a bit of sacrifice on your part.

gotta give to get

Speaking of sacrifices, let’s talk about the final block in becoming an authority in your industry. Some of you may possibly be reading this and be thinking “I’ve got the best mentor and all of the time in the world but I am still not hitting that expert brand I crave.”

I hear you.

What is required of you is a change of mindset. Some people have to give up time or money (and maybe you already have) but everyone must be willing to sacrifice their old thoughts and habits to make room for new ones.

You got to where you are by doing what you do and thinking how you’re thinking right now.

You’re not gonna grow past that acting and feeling the same way. If you aren’t willing to try new things, you can’t ever discover new ideas. You cannot be an expert without being an innovator.

So what are you willing to sacrifice to make your dreams come true?

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