Take 5
How to Unlock Your Leadership Potential
With Phil Jewell
TRT: 4m 8s
Video Transcription

Phil Jewel directly addresses camera:  When you think of yourself as a salesperson, you're selling yourself short. That is thinking transactionally. You need to think from a transformational perspective. I'm Phil Jewel, a professional speaker and thought leader who help maximize talent by increasing your leadership skills. Let's take five minutes to talk about why buyers and sellers hire you. And how to think beyond the transaction. I talk about two main themes, all beyond the lens of leadership.

The first thing I want to say to you is that you are a leader. Leading our clients is actually one of the hardest leadership positions there is. And so I want to talk to you about two themes, two leadership themes that I want you all to embrace to help you get to the hearts of your clients needs

The first theme is character. Character over technical competence, mindset over skill set. For too long and too often in our society, we've overrated technical competence and underrated character. And yet character is the bridge that allows us to connect with our clients. Character is what makes them feel seen, heard, and understood. Yes, your technical competence is important. Your number of years of experience in the industry, your technical qualifications, your level of education.

That's all important, but that's on one side of the river. And character and mindset is your bridge allows you to put it into use. If your technical confidence is a nine out of ten, where your character is only a four out of ten, then that's all you can ever give to four out of ten. We need to build a character.

We need to build our emotional awareness, our self-awareness, a self-regulation, a self-compassion. Can we lean in and be curious and understand more about our clients and make sure they feel seen, heard and understood?

The second theme is realizing that you are not buying or selling real estate. The problems you solve, are way, way bigger than that. You might be helping somebody move into their first home. You might be helping somebody leave a broken home. You might be helping somebody move across the country but, whatever it is you're doing, you are not simply buying or selling real estate.

The problem that you help solve is way bigger than that. And we need to understand the problem that our clients face. Two questions we should always, always know. What is the problem we're trying to solve, and what does the solution look like? The answer to these two questions that you need to discover in your conversations with your clients are absolutely critical to having a successful interaction. Successful engagement.

So when we're asking these two questions, there's one caution note, one word to always avoid. Don't use the word why. Why makes us defensive as humans. It puts us on our back step.

It puts us. It puts us on our back foot. Why do you want to move? Why do you want to sell? Why do you want to buy? Don't ask these questions. Do not use the word why. Instead, use the word what. I'm curious. What are the reasons you'd like to sell? I'm curious. Can you explain more about the reasons you'd like to buy in this area?

What helps us connect with our clients? Why creates a separation. Use what's not. Why?

So in summary, don't ever forget that you are a leader. Leading your clients is one of the hardest roles you will ever have.

Don't overrate your technical competence. While underrating your character. Character is the bridge that helps you to connect with your clients and understand the bigger problem you are trying to help solve. You are not simply selling or buying real estate and avoid asking questions of why. Always use what. Always be curious.