Making the Sale

Using the right words is the key to success, declares Laurie Puhn, lawyer, mediator, author and motivational speaker. At a recent event sponsored by The Industrial and Office Real Estate Brokers Association of the New York Metropolitan Area, she discussed effective techniques professionals can use everyday to reduce conflict; increase client satisfaction; and enhance performance, productivity and profits. She posed the question, "Do you know that the comments you make to real estate clients, prospects and colleagues instantly persuade them to trust or mistrust you and cooperate or argue with you?"Ms. Puhn offered tips for turning common communication blunders into positive experiences. For example, spreading gossip at work can be beneficial but only if it's good gossip, she explained. "It is a blunder to keep compliments about other people to yourself. Be a people-magnet," Ms. Puhn suggested. She added that attendees should test the theory: "Pass on a compliment by the end of today. See the results for yourself."IOREBA is one of the nation's largest regional commercial real estate trade groups with members in New Jersey, New York, Pennsylvania and Connecticut. For more information, visit http://www.IOREBA.com.