How to
Communicating Copy Cat
Coaching
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Coaching
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Coaching
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Bill Lublin
October 29, 2008 at 12:56 pm
Great Post Kim – I used to admire how a good saleperson seems to mimic their client – using the language that the client is comgfotable with is key – after all ,the longshoreman will be offended if you speak to them as a professor (thinking you are “talking down” to them) and the Professor would be offended if you spoke to them as a longshoreman (thinking you crude and not worthy of their trust) – I know that it can work really effectively, and that I mirror you when I say “Go Phillies”
Mana Tulberg
October 29, 2008 at 1:13 pm
Kim, I think I am more comfortable with the emotional mimicking of my clients. I can easily relate to everyone’s situation without leaving my comfort zone. Thanks kim.
Daniel Rothamel, The Real Estate Zebra
October 29, 2008 at 3:15 pm
You had to know I was going to comment, with a header picture like that. 🙂
This is a great post, and something that I do both in real estate and in officiating. One thing I always think of when interacting with someone for the first time is to FIND SIMILARITIES of experience. Ask questions and listen until you can discover a similarity, then go from there. People like people who are most like them. We have something in common with everyone, we just have to find it.
Bill brought up a point about language, and it is am important one. I notice of myself that my southern accent comes out around southerners and my NY accent comes out around northerners. I don’t really think about it, but it happens. Like I said, people like people who are most like them. Don’t force it, and definitely don’t fake it, but do what comes naturally, and be aware of yourself.
Personally, I think that Bill Clinton might be the best-known example of what you are talking about. I can’t stand the guy personally, and I don’t agree with him politically, but as far as being able to related to people on their terms, no one was better at it than him. I would argue that he used that skill very well, and you should, too.
Gerry 'RealtyMan' Bourgeois
October 29, 2008 at 4:46 pm
Great post. BTW, Typo 4th line Pargraph 2 (hav should be have). 😉
Kim Wood
October 29, 2008 at 5:28 pm
Bill – That’s right I’ll join you in that mirror! GO PHILLIES!
Mana – Emotional mimicking is harder, cause you have to read them – but that is awesome if you can do that!
Daniel – Oh yeah, Zebra Man! A great place to use it – officiating! Hadn’t thought of that one 🙂 It works everywhere!
Gerry – Thank you! That’s awful *hangs head 🙁 Fixed!
Missy Caulk
October 29, 2008 at 7:45 pm
Kim, finding the common bond leads to live long relationships with friends and clients. Have I ever slapped you up the head?
I’m laughing at Daniels comment being a Southerner living in the Mid-West. So easy to convert back to my twang.
Vicki Moore
November 1, 2008 at 7:23 pm
Good stuff. I learned about this through a “tape” series – you can guess how old it is – called Sales Magic.
You can completely bond with someone by matching their pace and volume. Just as you can make them super uncomfortable by talking to fast and loud.
Paula Henry
November 2, 2008 at 6:05 am
Kim – Excellent reminder! When a prospect believes you relate to them and their needs, you very likely have a client.