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Testimonials Real Estate Agent Stands out with her outstanding success. |
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Realtor reveals her strategies for winning more sales, higher income
I started out with a goal to eventually make a certain number of dollars. I did that, and more: Within two years, I got an award as Most Cooperative Realtor of the Year. They had not issued this award for ten years. It stated that it was granted to someone who showed professionalism, fairness. . . all my dreams were coming true, strictly from visualization. That award listed all the things I had programmed that I would be, two years before. I use the Silva Method techniques to make money, to make friends, and to gather knowledge. When I anticipate a difficult confrontation with one of my clients, I do a case on them the night before. I try to visualize all the objections they might have. In other words, I pre-answer all of their questions, so that when I call them the next day, or meet with them, I will pretty much know ahead of time what their anticipated problems are, and will have an answer worked out for them. I use case working a lot in negotiating a contract, in getting a listing, and in other ways. For instance, when a buyer comes to me, he wants to spend so much money. But he's got his wife with him, and he doesn't want her to know he only has a certain amount to spend. So I go to my level and do a case on each of them. I mentally find out what her needs are, what his capabilities are, and then very tactfully bring it up. He is relieved, she is thrilled: we saved his ego, and they got what they wanted to buy. The case studies give you a sensitivity so you know what the people you are dealing with are having difficulty with. It gives you a head start. Unless you do the case studies, you are not going to be able to implement the Silva Method to work for you. If I had taken only the first half of the Silva Method training, I would not have had the success I've had. Not at all. The sensitivity skills that you develop in MC303 and MC404 really help you tune in and be more accurate and correct all the time. The first two days of the Silva Method just helped me build confidence in myself. The real excitement came in doing the case studies. There I got an accurate and correct basis to start drawing information that I could use in my business. I would get clues that people like me or don't like me, trust me or don't trust me, are ready to listen or are not ready to listen. They weren't telling me this. It was almost like 1 was ahead of them at all times as far as what they were anticipating me doing. When 1 first graduated from the Silva Method, the group here had five different cottage groups, and they were meeting different nights. I went to cottage groups almost every night. Going to five different groups and working cases at each one gave me insight into all kinds of personalities. In the business world you deal with a wide variety of personalities. 1 developed such a keen sense with the case studies that I can sit with a person, not even know their name, and know what they like and don't like. Pretty quickly 1 know whether 1 can joke with them, be serious, whatever. Sometimes 1 feel like I'm cheating because 1 know ahead of time what the person likes and doesn't like, and 1 guide them there. They want you to; they are disappointed if you don't. They think I'm a really good salesperson... which I am, because I anticipate what they want and I give it to them. And they pay me for it. I love it, and they love it. I probably worked a hundred health cases before I started using it for business purposes. It is so important to work those cases. You cannot shortcut it. If you shortcut the case working. you are not developing the sensitivity skills that will allow you to make accurate and correct decisions intuitively. 1 still do health cases on my parents, on my children, and on my friends occasionally. When a client first contacts me, I do a case study of him and ask if he is a serious buyer. I want to know if he really wants to buy a house, or if he is just placating his wife. I get really good feedback. so that the next time I see my client, I already know, whether he is a real buyer or not. I do this with my secretaries or anyone I deal with. I do a case on them: a physical case, and after that I find out where they are mentally. If I've got a client or a friend who is not feeling well and I do not understand why, 1 will do a case to see if it's an emotional hurt they are going through, or if it's a physical hurt. It helps me deal with the people. It's been amazing that all of the dreams that I had as a little girl, the Silva Method was the vehicle of getting there. Everyone has dreams that, "One day I will do this... but I don't know how to get there." Silva opened up my mind, and especially the case studies, of the avenues that were available to me, just by mentally relaxing, working cases, and going to the minds of myself and other people. The best part is that you do it for the highest good. I wouldn't trade it for anything. (Linda Almaraz is a top real estate agent in Oklahoma City. These comments are from a video tape she made for the Silva Method.) "IF I HAD TAKEN ONLY THE FIRST HALF OF THE SILVA TRAINING, I WOULD NOT HAVE HAD THE SUCCESS I'VE HAD." |
