Perception is Reality

| January 20, 2011 | Comments (1)

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Sometimes the truth sucks, and this is one of those truths. What do you mean? I’m awesome at what I do! Well here is the truth if you’ve lost deals to other people, they didn’t think that you were as awesome as you think you are. Don’t worry I feel your pain. So how does one go about changing people’s perception of you, and how do you know when it’s being achieved.

In order to understand what you need to change, first you need to understand how people currently perceive you. How do you find that information out? It’s simple, you ask for you it. Say what! Yep, man or woman up, and ask. This is something that I’ve been doing over the past year, the information that I’ve received has been very valuable, even if it was tough to hear. In fact many of the things that you’ve seen us begin to do over the past year have come about because of these conversations. So how do we go about changing people’s perception of you and your business. Here are three steps to help get you started. (There are tons more than three but these will bring about the most immediate change, because they are so different from what other people are currently doing)

1) Don’t Grovel- What do you think people are thinking when you begin to grovel or beg for a deal? Do you think it shows perseverance or desperation. It’s probably the latter. Let’s be honest chances are small that you are going to get every deal. It’s how you handle that reality that helps in defining people’s perception of you. If you are that desperate for a deal that you have to resort to begging and groveling, that might be a sign that you need to reevaluate the way you are currently conducting your business. Remember people like to do business with winners not whiners.

2) Don’t Belittle or Talk Behind People’s Back- Everyone hates people that talk smack (ie belittling of competition), or when people talk behind our backs, yet we all find ourselves guilty of doing it from time to time. What does that say about us? First it says that you don’t think that you will be able to earn business by your own merits. Secondly it says that you are confident enough in yourself, to discuss and resolve your issues. So if you come across as a person that doesn’t have the confidence in themselves to earn business on their own merits, or be able to resolve their own issues, do you think that you will get the deal? I personally can’t think of a more qualified person to send my business and referrals to. (Please note the sarcasm)

3) Maintain a Positive Attitude- This is probably the most difficult thing to do on a consistent basis. Why? Because we all have days that suck. So how we do it? As we learn in Happy Gilmore we need to find our happy place. Here are a couple of things that I do that help me find my happy place. First I listen to music (my personal favorite is Walk Like an Egyptian by the Bangles ) Second I take five minutes and watch stupid videos on YouTube. Nothing lifts a person’s spirits more than realizing that they haven’t yet been caught on film doing anything that would allow them to become the next viral sensation.

So there are the three ways to help change people’s perception of you. Now just a quick note on how you can tell that the people’s perception of you is changing. First, the questions that people ask you change. Instead of asking you how business is going, they might begin to ask you how you’ve been able to increase your business. Second, your sphere of influence increases. Why? Because people begin to not only send you their business, but refer their friends as well.

Derek Morton is currently working as the full time suck-up, part time real estate shrink for Mountain View Title in Cedar City, Utah. He is actively involved in the community, and currently serving as Chairman of the Board for the Cedar City Area Chamber of Commerce As part of his desire to help educate people about what is going on in the real estate market he starting blogging. The information can be found at He can be contacted via email at

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Category: Inspiration, Realtors

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