Effectively Communicating and Intentional Personal Focus During a Pandemic

Admit it. Everything is just WEIRD. Our “New Normal” is ANYTHING but normal. I’ve noticed that it’s even affected the most basic of communications. Sometimes I think that because from childhood we have associated masks with pretending to be someone else and hiding our identity, wearing one has caused a lot of us to exhibit our associations subconsciously. We are the same person – pre-covid and post-covid. However, there is a strangeness, even to the point of awkwardness in personal interaction and communications these days.

Statue wearing a mask

As a Commercial Real Estate Brokerage, our business is hinged on communications. Yes knowledge and expertise is power, but if you are unable to convey those things to your client, they are useless.

Our intentional attempts to keep in front of our clients and prospects should be top priority. While maintaining our social distancing and protective measures, we must communicate person to real person. Fear causes people to act strangely, to react strangely. We are seeing this trend in commercial real estate. Some investors and buyers are throwing caution to the wind and making major moves, despite the pandemic. Others are closing their blinds and their minds to any thoughts of considering a covid real estate transaction. We as professionals should be flexible, understanding, and respectful of other’s reactions to this crisis. We should be the value-added asset during this time, helping them maintain profitability and achieve their goals in spite of this virus. It’s all about making good connections and then maintaining them.

Good connections are made when:

Embrace Diversity and Turn Off Your “Presets” – Not only skin color and gender, but age and geographic regions. We’re all different and it’s wonderful. Commercial Real Estate desperately needs diversity, but I know we’re not the only ones. We’ve made strides, but we have a long way to go. Be the game changer at your business and set the example of unity in diversity.

The eyes are the windows to the soul – When you are speaking, look me in the eye and focus on me. Make me feel like you want to invest your time in communicating with me. Even with a mask on, your eyes speak multitudes about how you’re feeling about what is being discussed.

Remember, you’re not speaking to a screen, you’re speaking to a person. For some reason, we don’t have conversations the same way “virtually”. If you are video chatting, stay engaged and animated during conversation just as if they were across the table. Don’t stare at your image, look at them directly. Until we can be face to face, we’ve got to make this work. It will work better if we act like it’s not a screen between us.

“It’s about the bottom line” You’ve heard it more than once in Commercial Real Estate and other industry sectors. Does this mean you don’t need a personality to sell #CRE? Think again. People like to feel respected and valued. And yes, a lot of us are on edge and more impatient during Covid-19. Have grace with each other. Smooth the rough edges with a pleasant response. Call back within a reasonable amount of time. Humans are wired for relationship. We make connections. We should strive to not only make sales, but be better humans.

Take our communications poll:

Stick or Automatic?

I prefer manual transmissions…even when it comes to communication.

 

Ah it brings me back to the good old days. Fast cars, throaty exhaust systems, American racing wheels with tires that seduced the driver as much as they did the road itself. When I was in high school, stick shifts were more popular. The reason for all of this reminiscing and banter is an overall theme: Controlled transmission. When driving a manual transmission, I feel like I am in more control. I can negotiate twists, turns and obstacles with more precision and savvy. I can also ramp up to a blow this long hair back in the wind carefree speed without waiting for a sluggish overdrive to finally decide what it wants to be when it grows up.

“Okay”, you say, “What in the world does that have to do with Commercial Real Estate???” Well, my good man/woman…the correlation is this: Total Automation of Your Social Media and Communications = Epic Fail. I know that every piece of new CRE bling whether it be software for your pc or an app for your ipad is pushing you to “automate” your online voice. To some extent, it does make sense. Efficiency, time-saver…your assistant can do it for you – these pros all sound great, but…

Communication: the exchange of information between people, e.g. by means of speaking, writing, or using a common system of signs or behavior (Courtesy of Encarta).

Social Media is a technology based extension of your voice to an online global community. Let me play devil’s advocate for uno momento por favor. How many of you love spambots? Most of you block them, right? Why? Because they spam you with all kinds of duplication and junk you aren’t interested in.

Please keep that in mind when it comes to your online communication, even as it relates to CRE.  If variety is the spice of life, your Twitter account should be more a reflection of than iStock_000008822742Large

Say this in the mirror ten times, “I am a REAL person.” Then please convince me…online. No, don’t get me wrong. I do not want to see all of your personal photos, I do not want a close-up into your personal existence, but engage me. Let me know who you are. Yea, I know you eat, breath and even sleep Commercial Real Estate (for those of you who take time to sleep that is), but still…Networking is about connection, content, corroboration, collaboration, rapport and relationship.

I will probably never become your BFF, but you will be “top of mind” when I have a CRE want or have that I think is really spectacular. I will contact you for your thoughts on an issue with a property. I might even share what things are like in my neck of the woods (CRE market area).  I will RT your TWEETS, because you’ve made yourself relevant in my eyes. I might even + your post. I become part of your community. Get the idea??? If you are utilizing Social Media to increase your online presence minus the engagement, you are missing the key piece of the pie. Without it, you are one ingredient short of the “Pièce de résistance”.

Stick or Automatic?

I prefer manual transmissions, even when it comes to communication transmissions.

Ah it brings me back to the good old days. Fast cars, throaty exhaust systems, American racing wheels with tires that seduced the driver as much as they did the road itself. When I was in high school, stick shifts were more popular. The reason for all of this reminiscing and banter is an overall theme: Controlled transmission. When driving a manual transmission, I feel like I am in more control. I can negotiate twists, turns and obstacles with more precision and savvy. I can also ramp up to a blow this long hair back in the wind carefree speed without waiting for a sluggish overdrive to finally decide what it wants to be when it grows up.

“Okay”, you say, “What in the world does that have to do with Commercial Real Estate???” Well, my good man/woman…the correlation is this: Total Automation of Your Social Media and Communications = Epic Fail. I know that every piece of new CRE bling whether it be software for your pc or an app for your ipad is pushing you to “automate” your online voice. To some extent, it does make sense. Efficiency, time-saver…your assistant can do it for you – these pros all sound great, but…

Communication: the exchange of information between people, e.g. by means of speaking, writing, or using a common system of signs or behavior (Courtesy of Encarta)

Social Media is a technology based extension of your voice to an online global community. Let me play devil’s advocate for uno momento por favor. How many of you love spambots? Most of you block them, right? Why? Because they spam you with all kinds of duplication and junk you aren’t interested in.

Please keep that in mind when it comes to your online communication, even as it relates to CRE.  If variety is the spice of life, your Twitter account should be more a reflection of than

Say this in the mirror ten times, “I am a REAL person.” Then please convince me…online. No, don’t get me wrong. I do not want to see all of your personal photos, I do not want a close-up into your personal existence, but engage me. Let me know who you are. I know you eat, breath and even sleep Commercial Real Estate (for those of you who take time to sleep that is), but still…Networking is about connection, content, corroboration, collaboration, rapport and relationship.

I will probably never become your BFF, but you will be “top of mind” when I have a CRE want or have that I think is really spectacular. I will contact you for your thoughts on an issue with a property. I might even share what things are like in my neck of the woods (CRE market area).  I will RT your TWEETS, because you’ve made yourself relevant in my eyes. I might even + your post. I become part of your community. Get the idea??? If you are utilizing Social Media to increase your online presence minus the engagement, you are missing the key piece of the pie. Without it, you are one ingredient short of the “Pièce de résistance”.