Health, Wealth, and the Lost Art of Conversation in Sales

Your health is your wealth, and what you do when you're not feeling your best reveals your true character and commitment to success. I'm sharing something controversial today, but it's a truth I've proven time and again: the foundation of every successful real estate transaction begins with a simple conversation.

While scrolling through social media, you'll find countless suggestions for growing your business—handwritten notes, coffee meetings, daily social posts—and yes, these all work eventually. But if you want results now, there's no substitute for blocking time on your calendar and making calls. I've personally conducted over 40 listing appointments this month alone, many from people I hadn't spoken with in years. Just yesterday, I reconnected with someone I sold a commercial property to a decade ago. I wasn't selling anything—I simply called to check in.

The real magic happens when you meet people where they are in their journey. Take Jeffrey, who I hadn't spoken with in two years. When I called, he couldn't believe the timing—after a four-year divorce settlement process, he needed my services immediately. This wasn't luck; it was the result of maintaining connections and following up consistently. Business is deeply personal, regardless of what conventional wisdom suggests. Your emotional intelligence—how you handle situations with grace and maintain calm during transactions—determines your success far more than any sales technique.

You already possess everything you need to succeed. The work happens inside you, in your heart, in your commitment to genuine connection. You are the solution, and you're the only one who can take the necessary actions to grow your business. So make today great, be productive, and remember that the most valuable asset in your business isn't a fancy CRM or marketing system—it's you and your willingness to reach out and truly listen to the people you serve.

Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535

Episode Transcript

Speaker 1 (00:00):
This may be controversial, but I want to
talk to you about it today.
Excuse me Still fighting withthis.
Whatever it is that I have, I'mgoing to tell you this much
your health is your wealth.
When you're not feeling good,nothing else really matters
except for feeling good andgetting your energy back.

(00:22):
So I keep saying it over andover and over again Health is
your wealth, being healthy.
But I digress, I want to goback.
So what I'm going to talk abouttoday seems to be like a bad
thing.
People don't want to hearreality.

(00:44):
And I say people, people, let'ssay agents, mortgage, anybody
who is involved in some type ofsales.
So what I'm going to say may becontroversial, but I know that
it works.
And have you ever if you're areal estate agent, you're in

(01:08):
mortgage, you're in title,you're in insurance have you
ever went to a closing thatfirst did not start somewhere
with a conversation?
So I want you to follow me.
Have you ever been to a closingwhere, at some point in time,
it didn't start with aconversation?
I never had a closing that,never that didn't start with a

(01:30):
conversation.
Right now I'm going through myold list of leads.
I hate using that wordOpportunities, contacts, people
I've spoken to before.
Some people could be two, threeyears, maybe longer and I'm

(01:51):
going back, I'm calling them andI'm doing the work.
So what is the controversialpart of this message?
It's doing the work, becausework works, work works.
I saw in a group it said writea handwritten note every day,

(02:13):
meet somebody for coffee everyday, do a video, I mean, do a
Facebook post.
That's fine.
You can do all those things andeventually they too will work.
But if you want to get salesright now, it's time blocking
your schedule.
It's making the calls, it'sreaching out, because I know,

(02:39):
because I do it personally, Iknow that this does work.
I've done well over 40 listingappointments this month.
I'll give you the tally later.
I'm not going to sit here andpull it right up, but I can tell
you that when do those peoplecome from?
Some are new.
They called from marketingletters, but a lot of it they're

(03:03):
in a database and there arepeople I talked to last year,
the year before, maybe two yearsago, three years ago.
Not everybody's on our timelineof like let's sell the house
now.
So you got to meet people wherethey're at, meet people where
they are at, and what I foundexcuse me, what I found is when

(03:28):
you meet people where they're at, they appreciate that it's not
your agenda, it's their agenda.
We're just meeting them wherethey're at.
They may be ready now.
It might be 30 days, it mightbe 60 days, it might be.
I talked to somebody, jeffrey.
I talked to Jeffrey two daysago.

(03:49):
He's like I can't believe.
You just called.
He goes.
This has been going on for fouryears the settlement of this
divorce.
He goes on Tuesday.
She's either buying a house orthe house is going to go on the
market next week.
He needs you to give me a callon the 1st of May.
He needs you to call me the dayafter.
This is somebody.
Originally I talked to fouryears ago.

(04:11):
He actually had me locked inhis phone so when I called he
knew that it was me but I hadn'ttalked to him in like two years
.
Two years, it doesn't matterhow long it was before he talked
to him.
I called somebody yesterday andI just said hi, I haven't
talked to him in like 10 years.
Randomly called, but as I wasgoing through the database, his

(04:33):
name was next on the list and Ihad sold an investment
commercial property for him like10 years ago, he didn't need
anything from me, I didn't care,I just called to say hi.
But it's calling checking in onpeople, seeing how they're doing
and seeing if they need yourservice.

(04:55):
So I do know what works best.
And what works best is doingthe work.
Being human, being, genuine,being caring, that's what works
best.
That's how you connect withpeople.
And if you don't connect withthem, it's okay.
Maybe they're not your people,but if you generally care for

(05:19):
people, you will be able toconnect with them on some level.
And so the business of businessis inside of your business,
it's inside of you, it's insideof your database.
It all starts with here what'sin our heart?
It's what's in our heart,because business and personal is

(05:45):
personal.
And if you don't think it is,it is, and if you don't think it
is, it is.
It comes down to emotionalintelligence where you are at,
how you handle situations, howyou can walk through them with
grace and ease.
Or are you one of those agentswho is acting like a crazy
person in the transaction?

(06:05):
But when you're calm, you keepeverybody calm, cool, collected,
a professional, and the morethat you can talk to people make
you care, genuinely care, andmeet them where they're at, the
more it's going to work for youand for them.
And so the message today is thework happens here, it happens

(06:31):
inside of us, and we haveeverything that we need to grow.
We have to decide, and you haveto have accountability for
yourself and for your actions,or no action.
So be the solution.
You are the solution.
You're the only one that can doit for you.
Think about that.

(06:52):
You are the only one, peterthat was for you that can do it
for you, nobody else.
So with that, let's make it agreat day, and I'm looking
forward to a productive and verybusy day.
Have a great day, everybody.