Broker Annette DeCicco offers lessons she learned from her father, a Hall of Fame fencing coach, that could be a roadmap for generating even more leads in 2025 and beyond.
Whether you’re refining your business model, mastering new technology, or finding a strategy to take advantage of the next market boom, Inman Connect New York prepares you to take a bold step. The next chapter is about to begin. Please join us. Join us and thousands of other real estate leaders from January 22-24, 2025.
When I felt stuck, the person I always turned to was my father, a Hall of Fame fencing coach at Rutgers University. What made him a great leader was his ability to think outside the box and challenge what was given to him.
Known for his undefeated men’s fencing team, his greatest accolade was breaking the mold by introducing the first women’s varsity sport (of any sport) in university history in 1960.
When the women first approached him, they had no experience with fencing. He championed them unflinchingly, assembled a team and worked hard. In just two years, the women’s team had its first winning season.
This was a historic achievement that brought equal opportunity to women in the spirit of competitive sports. It was my first lesson in breaking the norm, my father’s proudest moment, and a moment that will go down in college sports history.
If ever there was a time to look outside the mainstream, it’s now
Roughly every 10 years, the past as we know it is shattered in the real estate industry. That’s why traditional business generation and communication won’t survive in a post-Sitzer world. When you’re stuck with time, it’s time to learn something new.
In competitive sports, fencing has been relegated to a Summer Olympic sport. The pivot and parry of a fencer who is geared up and ready to take the mark is like the pivot and parry of an adaptable real estate agent: a new era, new payment regulations, winning business and bringing value. Pivoting and parrying towards new methods.
Preempt direct elimination with high performance
A fencer’s three-point stance (take mark, prepare, fence) is the start of a race to stay in the match. Imagine a fencer who freezes when the referee yells “Fence!” The result is direct exclusion.
The best agents in our industry are already applying swordsman speed and reaction time to new business models that challenge a fundamental tenet of business growth: appointment generation.
My personal relationship with fencing and my career has helped create a very special way of thinking when it comes to managing a business. Learn how finding your “stance” in business strategy can lead to more efficient customer relationship management.
Stay in the game! take a 3 point stance
Get your mark!
Compile NAR resources and use the NAR Consumer Guide Series to educate people you know and meet about settlement changes and how they positively impact consumers.
Let’s get ready!
Earn your customers’ trust by clearly articulating your values and services with complete transparency that your customers’ needs come first.
fence!
Argue from an offensive and defensive position. For sellers, we aggressively sell their homes at a premium while strategically protecting their home equity interests. For buyers, we package a compelling offer to secure a home while successfully avoiding or reducing high transaction costs.
10 pointers for generating and executing promises
Be sure to follow these 10 points to win bookings and have 8-10 conversations every day for optimal booking conversion. Customer service calls and follow-up calls “count” as long as they provide value. Take advantage of these opportunities to educate yourself in your area. You will get more referrals.
Educate with impactful content. Review NAR’s Consumer Settlement Instructions and NAR Settlement Script by Tom Ferry. Be the first to provide value by sharing your post-Sitzer knowledge. Think about them all. Consider Larry Kendall’s carousel approach. Manage your sphere of influence (SOI) as your lifestyle changes. Provide value. Please ask more questions. Don’t talk too much. Share your story. To solve problems, ask “what if” questions. Marketing is a push. A follow-up call is a pull. Get appointments with push-pull. If you can’t get your neighbor’s postcard, call and share your story. Create a nearby real estate (stock) review. Coffee dates and doorstep drop-offs work best (no one will open your email). Create two schedules per week. The simple MLS one-liner format is perfect for “what if” conversations that spark change and get referrals. See also: How to Create an RER in MLS Peter Parnegg, Ninja Selling ∙ Walk around the farm and provide something of value, such as neighborhood stock reviews. Have an open house process to educate visitors after NAR payment. Share local stories as you call, walk, and invite your neighbors. Check out Inman’s latest article, “Open House Signs Tell All.” Circle your potential customers by calling neighbors around new, under contract, and sold properties. Calls will be made 30, 60, and 90 days after the transaction closes. Ask questions and think of solutions. Call closed customer list for 2021, 2022, 2023, and 2024. Commit to “forever customers” rather than “past” customers. Be resourceful (do you need a plumber?) and solution-oriented.
We all face defining moments in our lives and careers. In 1944, my 18-year-old father, who was serving in the U.S. Army in France, was invited by his aide to a fencing match against an experienced fencer (a French Army lieutenant) 15 years his senior.
In this situation, there are only two options. Take your stance, parry, and pivot depending on whether a pushback occurs. The risks and consequences are clear and critical to success.
My father won the match.
What’s the message? No one action will set you up for a match. Victory does not come in just one match. Full stance.
what is your story? What mindset and what leaders do you lean on to prepare and adapt? Get unstuck. Master what’s ahead with the 3-point stance and 10 pointers for generating appointments.
Annette DeCicco is a real estate broker and growth development director for Berkshire Hathaway HomeServices Jordan Baris Realty in northern New Jersey.
