A guide to becoming more enchanting…

Guy Kawasaki

I guess you don’t get to be a Chief Evangelist of anything if you’re not enchanting.

Guy Kawasaki, Chief Evangelist for design platform Canva (and formerly with Apple), most certainly is.

At last week’s Real Estate Connect conference in San Francisco, he shared his top tips on how to make any engagement an ‘Enchanting Engagement’.

Whether you’re in sales, out making business connections, or just interacting day-to-day with the people around you, we can all benefit by taking something away from his presentation. Let’s all become a little more enchanting. There’s no harm in trying right?

Here are Guy Kawasaki’s 10 tips for Enchanting Engagements….

1. Make a Duchenne Smile
Named after a French doctor, a Duchenne smile (considered a ‘real’ smile), engages the muscles around both the eyes and mouth. No good if you’re a fan of Botox. See photo below, the man practices what he preaches!

2. Default to “Yes” 
When engaging with others, always ask “How can I help you?”

3. Be a baker, not an eater 
Take a pie. An eater see’s there is only one pie. The more they eat, the less for others to eat – and they have to eat it as fast as possible. A baker thinks: “I can make another pie, I can make a bigger pie, I can make cakes”. Bakers do not see other people’s gain as their loss.

4. Accept others for who they are 
Simple. Leave all judgements behind.

5. Agree on something 
Build your relationship by finding something, no matter how trivial it may seem, that you have in common.

6. Remove the speed bumps
Identify the obstacles impeding people from doing business with you, then eliminate them. For instance, the example Kawasaki gave was: if your goal is to have customers register on your website, you might want to rethink an overly cryptic CAPTCHA system or security question, which may deter them from signing up.

7. Enchant everyone
Particularly in the real estate industry. You should never assume that one person is the decision maker (ie. the Father of the family) You never know how the influencer may be, so you need to enchant the whole family!

8. Build an ecosystem 
Think bigger than just the “house”. Create a world of partners, friends and allies that want you to succeed and will offer customers what you cannot.

9. Reciprocate
When someone thanks you for your help, reply to them by reinforcing the idea of reciprocation and telling them how they can pay you back. Eg: “I know you would do the same for me”

10. If all else fails, get on your knees
Leave your ego at the door, as Sir Richard Branson did when he asked Guy Kawasaki if he had ever flown on Virgin America. Kawasaki said he hadn’t, because he was part of a frequent flyer program on United Airlines. Branson got down on his knees and started polishing Kawasaki’s shoes with his jacket. He’s been flying Virgin ever since.

You can take a look at this presentation, plus more from Guy Kawasaki on Slideshare

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