Mastering Your Memory
CREW Austin’s September 2013 Networking Luncheon
By Rosalie G. Keszler, CCIM
I have always said that I have a terrible memory. I make use of my iPhone, iPad, notebooks, scraps of paper, other people’s business cards (sorry), all to keep appointments, reminders, notes because I constantly need to ‘refresh’ myself on the details of my busy life. So, when I saw this month’s CREW Austin luncheon topic, “Mastering Your Memory”, I was intrigued. Naturally, I forgot to register, so was a ‘walk in’ for the luncheon. I am glad that I was able to hear Craig Krause, owner and instructor of Direct Development Training, and take part in the engaging memory exercise. Chandelier, dog, floor, toothbrush… more about that later.
Krause’s focus of teaching is “Instant Recall Memory”. Results of mastering one’s own memory can be making more money and having less stress. So how can we achieve this?
Krause recommends that everyone read the book “How to Win Friends and Influence People” by Dale Carnegie first published in 1939, and still relevant today. Most of us have heard of the book, but not everyone has actually read it. Krause cites the Law of Diminishing Intent: “The longer you wait to implement an idea, the less enthusiasm you will have for it.” If you don’t do something within 3 days, you won’t do it. So get the book and read it. [Author’s Note: I downloaded it on iPad]
Krause asked the crowd, “Q. What is your favorite thing to talk about, outside of work? A. Yourself!” He then recounted the two things that Carnegie said about people:
1) Everybody’s favorite topic is THEMSELVES; and
2) The sweetest sound in one’s own ear is their OWN NAME.
People like to talk about their own business, their transactions, families, themselves. So, the more that you talk about THEM, the more they will trust and like you. When meeting somebody, “Ask three questions about them before you say a single thing about yourself,” advised Krause. He went on to say stop giving your credentials – nobody wants to hear your resume.
Krause stated that a physical change takes place in one’s body when you hear your own name. You can be in the middle of a conversation with somebody, overhear your name mentioned, and you perk up and ask, “Did you mention my name?” We’ve all done it. So, Krause advised, when you meet somebody for the first time, try to say their name several times.
Conversation example: “Hello, Myrtle, it’s very nice to meet you, Myrtle. So, Myrtle, who do you work for? Myrtle, let me introduce you to Margaret. Margaret, meet Myrtle.” The more you do it, the more natural it will become.
Remembering names is a documented two-step process, per Krause:
1) Stop and clear you mind and LISTEN TO THE NAME;
2) Repeat the name back, 2-3 times, within 15-30 seconds.
Say their name out loud, no less than 3 times, and don’t be afraid to ask them to repeat their name if you didn’t get it the first time. People know when you are faking it – and it makes them feel like they aren’t important enough for you to get it right.
Krause’s focus turned to business. He asked the group if their business is competitive. All replied yes, which is good – it keeps us sharp. If there are other people out there that do what you do similarly, Krause asked, why would somebody come to you and choose to do business with you? What is your competitive edge? After several different and varied responses from the audience, like location, experience, personality, response time, reputation, and customer service, Krause stated this is a loaded question because there is no wrong answer. Krause mentioned a title company that he presented his workshop for, where a woman in the crowd offered “good looking” as her answer to this question. Although Krause scoffed at first, he agreed that yes, this can be a reason that one company gets the business over another one.
But the real reason, per Krause boils down to: 1) Like and 2) Trust. LIKE is more important, because trust takes time; somebody can’t trust you without knowing you, but they can like you instantly. First impressions are made within 9 or 10 seconds. Krause went on to say that if you are liked by your client, you are almost guaranteed more commissions, more contracts, more referrals, etc. The #1 reason that doctors are NOT sued is whether the patient liked them or not.
An example of what not to do – you see somebody outside of work, but you can’t remember their name to save your life. Your thought process goes something like this:
1) “Hey, I know that guy….”
2) “Oh man, I don’t remember his name…”
3) “Oh no, please don’t walk over here…”
4) “Hey… you!”
In that instant, you remember everything else about them, like their furniture order or the date of the closing, but you can’t remember their name. Krause warns to be honest and tell them you don’t remember their name. If you pretend, and use “Hey guy!” but THEY remember YOUR name, it is bad business.
Krause stated that our memory is almost perfect – which seems contradictory to my everyday life – but he gave the example about how you can see somebody and you simply can’t remember their name – but 5 hours later, when you’re doing something else, their name pops up. This happens all the time. The #1 “killer” of memory? STRESS. If you ever forget something, don’t try to dig it out. When you stop thinking about it and reduce the stress, it will come to you.
The interactive part of the program involved audience members providing 15 different items – chandelier, dog, floor, toothbrush, rug — and the crowd taking some time to memorize the list. This seemed nearly impossible to me – and to the entire audience – especially after Krause performed nearly perfect instant recall of the list of items, and more impressive was able to identify each by number and not just the order given. Krause advised that he can teach “Instant Recall Memory” to anyone.
CREW Austin’s own Marc Bove of The Bommarito Group has experienced Krause’s workshop and recommends it for your personal and professional everyday lives. “Having taken the class over a year ago, I was pleased that the techniques came back and I was able to memorize the list fairly handily,” said Bove. This proves that either Bove has super-human powers, or Krause’s techniques actually work; maybe a little of both. Bommarito sponsored its entire office to attend the workshop training. Bove uses the memorization techniques often and said he even taught them to his teenage daughter (I call that excellent parenting).
For more information about Direct Development Training and Krause’s upcoming “Mastering Your Memory” workshops, www.DirectDevelopmentTraining.com. I hope I remember to sign up.
IREM – MCE Course: “How to Build a Better Budget”
IREM Austin and Charlie Dismore have teamed up once again to offer an educational and necessary 3-hour MCE course.
Don’t make your annual budgeting a bad guessing game — whether you are on the ownership side or overseeing the management of income-producing assets, you know how difficult it is to get budgets ‘right’. Come and learn from an expert and get 3 hours of MCE credit while doing so.
July 16, 2013
8:30am to 11:30am
Frost Tower, 11th Floor (Suite 1160)
$79 with free parking
Register through IREM: http://www.iremaustin.org/irem/calendar/details.phx?itemid=1990&navid=818
CREW Austin knows how to network…and FUNdraise.
CREW Austin Recruitment Social & Happy Hour, May 6, 2013
Hot Mama’s Cafe, E 6th Street, East Austin
By Rosalie G. Keszler, CCIM
Last year at this time, CREW Austin hosted its annual membership recruitment social at an outdoor venue – and staved off a dramatic thunderstorm in the process. This year, the event was held on the patio at Hot Mama’s Café in East Austin, and similarly it seems shrugged off any real storms. It could be the collective energy of such a vivacious group of professional commercial real estate peeps that made the lovely afternoon a hot spot for the seen-and-be-seen group. Although the event was promoted as a “Cinco de Mayo” celebration, it landed on May 6th, and Hot Mama’s is a Mediterranean café… but nobody noticed the lack of margaritas or queso.
The event was organized through a collaborative effort between the Membership and Special Events committees. Jolie Schooler with NAI REOC Austin, the lead chair for Membership, stated, “It is so enjoyable to witness the enthusiasm of our newest members as they form new business and personal relationships through CREW. This event is always a fun way for women interested in the organization to see first-hand what an amazing group of professionals are involved. My co-chair, Julianne Shively (of CBRE) and I look forward to the newest wave of members!”
The Membership committee was responsible for spreading the word to future members and guests of current members. The turnout was tremendous with about 65 people registered; the committee anticipates several new member applications for consideration. The silent auction, organized by the Jennifer Sherrill Thompson and the Special Events committee, was quite successful, raising $975 that will go towards CREW Foundation. Auction items included salon and spa services, Kendra Scott earrings, women’s golf apparel, gift cards to local restaurants, wine basket and Violet Crown movie tickets, and a beautiful framed reproduction Texas County school map circa 1920. Thanks to our members and sponsors for their generous donations and contributions of auction items:
Kathy Estes, Frost Bank
Method Hair Salon
Waterloo Engineering
Jennifer Sherrill, FSTI, Inc.
Rosalie Keszler, Rosalie Keszler Consultants
Kendra Scott Jewelry
Rebekka Glass, LauckGroup
Amy Ables, CREW Austin
Becky Hopkins, Austin Title
Lenora DuBose, Jackson Walker
“We appreciate so many members and future members that made it to this social event. If you missed it, we have plenty of fun, informative and engaging events ahead,” said Lenora DuBose, 2013 CREW Austin chapter president. “CREW Austin membership is vital for member to member business.”
For more information about CREW Austin and CREW Network, go to www.crewaustin.com.
CREW Austin Networking Social – “Seis de Mayo”
Come out to celebrate Mexican Independence Day-After with CREW Austin! Learn about CREW membership, network with business-minded folks and enjoy the conclusion to another Monday!
http://hosted.verticalresponse.com/809015/2444e43740/1470818559/411094f273/
CREW Network Foundation scholarship applications being accepted
If you know of a student planning to apply for the 2013-2014 CREW Network Foundation scholarship, please take a moment to follow up with the applicant to make sure she is on track to meet the April 26, 2013, 5:00pm CT deadline.
Download Flyer
For additional information and details, www.crewnetwork.org/CZ_scholarships.aspx?id=257
Save the date for CTCAR’s Power Cruz April 17, 2013
It’s that time of year again — save the date of April 17th for all of us commercial real estate professionals to get together like Gilligan for a “3-hour cruise” (well, I rounded up) of Lake Austin, watch the sun set behind the Pennybacker Bridge, eat, drink and be merry — oh yeah, and talk about commercial real estate on this always relaxing boat ride. For more information, http://ctcaronline.com/
Safe the Date: April 17, 2013
6:00pm to 8:30pm
13th Annual Power Luncheon
Want to hear about Austin’s transportation issues (like we all haven’t been affected?), options and solutions? Join me at the 13th Annual Power Luncheon!
May 16, 2013 at the Four Seasons Hotel
11:15am to 1:00pm
Featured presenter: Mike Heiligenstein, Central TX Regional Mobility Authority
Thanks to CREW Austin, CCIM, IREM, CTCAR, ULI, RECA and many, many more Austin commercial real estate organizations and associations.
Happy Independence Day, Texas!
Texans across the state today are celebrating what it is to be a proud Texan.
Whether due to birth or relocation, Texas pride is a very real thing. I can say that I am a fifth generation Texan, which is
Six Flags over Texas
when my ancestors became the transplanted ones, hailing from Mexico, Spain, Canada, France and England.
Texas Independence Day is the celebration of the adoption of the Texas Declaration of Independence on March 2, 1836. Settlers in “Mexican Texas” officially broke from Mexico, creating the Republic of Texas. Texas Independence Day is an official holiday in the state of Texas.
To commemorate the incredible fortitude of the leaders that defined our great state of Texas, here is the final letter written by the 26 year old Lieutenant Colonel and commanding officer of the Alamo, William Barret Travis:
William Barret Travis
“To the People of Texas and All Americans in the World:
Fellow citizens and compatriots;
I am besieged, by a thousand or more of the Mexicans under Santa Anna. I have sustained a continual Bombardment and cannonade for 24 hours and have not lost a man. The enemy has demanded a surrender at discretion, otherwise, the garrison are to be put to the sword, if the fort is taken. I have answered the demand with a cannon shot, and our flag still waves proudly from the walls. I shall never surrender or retreat. Then, I call on you in the name of Liberty, of patriotism & everything dear to the American character, to come to our aid, with all dispatch. The enemy is receiving reinforcements daily and will no doubt increase to three or four thousand in four or five days. If this call is neglected, I am determined to sustain myself as long as possible and die like a soldier who never forgets what is due to his own honor & that of his country. VICTORY OR DEATH.
William Barret Travis
Lt. Col. Comdt”
This original “Victory or Death” letter will be on display at the Alamo in San Antonio from February 23 to March 7, 2013.
William Barret Travis’ “Victory or Death” letter (front)
William Barret Travis’ “Victory or Death” letter (back)
Texas Declaration of Independence
Original draft of the Constitution of the Republic of Texas