How Acting Techniques Can Improve Your Pitch — RISMedia

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Your introduction to a potential new client should be both practiced and natural, personal and professional, flexible yet firm. Ask 100 coaches or other agents what your script should look like and you’ll get 100 different answers, because in many ways a pitch is more art than science and has a lot to do with who you are.

However, when you develop a pitch or plan that works for you, there’s a discipline outside of real estate that can help make your pitch more authentic, powerful, and successful: play.

Actors, like real estate professionals, are challenged to convey a lot of information in a short time and to break down complex ideas and emotions into something digestible. Unlike actors, agents don’t make new personas – the person you are should be the person the customer sees. But there are many ways to teach actors to move, talk, think, and communicate that apply broadly to a real estate presentation.

Here are three playing techniques that can be used to improve your pitch:

The “super-objective”

Although the goal of your pitch is of course to show the potential client that you are the best person to help them sell or buy a home, you can go further than that. Think about the things that make you good at your job. Are you a driven person who seeks success almost for fun? Are you motivated by empathy, understanding, mutual aid? Are you most satisfied seeing a job well done? While you certainly don’t want your entire script to be about your own personality, including your deeper motivation can add a whole new level of authenticity to a pitch or presentation.

Subtext

Don’t just absorb superficial information about your potential customer. Sharpen your powers of observation or ask questions that might reveal more about them. Look at your surroundings – whether it’s their home, a coffee shop or your office – and pay attention to details – clothes, behaviors or possessions. Don’t just ask about their job or favorite sports team, try to get into the nuances: their favorite player on the team, their favorite game, and their opinions on their company or industry. While it’s always important to stay professional and timely, someone is much more likely to feel understood if they see you making the effort to get to know them on a deeper level.

bring emotion

Actors train their “emotional memory” to better remember the types of feelings they want to display. For a real estate pitch, being able to not only describe your strength at the negotiating table, but project it, not only promise to be emotional support, but make them feel like it can be invaluable. Actors focus on the details of a memory when they want to recreate that feeling – the sights, smells, sounds, and granular sensations. When telling someone how you stood up for another client, dive into the memory of that moment and let the sentiment — not just the facts — be part of your speech.

Much like becoming a character in a scene, a real estate pitch is about being the agent the client wants. What that will look like specifically will vary, as each agent has different motivations, a different story, and different goals. But presenting all of these pieces with authenticity is often the missing piece. Using techniques honed by stars of stage and screen, you just might be able to pull it all together.

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