The Power of One's Name - "I Love Me Some Me"
Professional football player Terrell Owens, commonly referred to as T.O., is an elite athlete that has excelled at the highest levels of professional sports. T.O. has made jaw-dropping catches, set numerous NFL records, and will likely be inducted in the pro-football hall of fame. For many observers, T.O.'s football skills are only overshadowed by his enormous ego. During one sideline rant, T.O. was videotaped in a self-congratulatory moment yelling out, "I love me some me."
Whether we would like to admit it or not, there is a little T.O. in most of us. Sure, we might not engage in the attention-grabbing antics of T.O., but deep inside we "love me some me." This is not a bad thing, as self confidence and a bit of swagger are characteristics of many successful entrepreneurs. Those that have genuine confidence are much more likely to take action then those who engage in self loathing.
In our entrepreneurial and real estate dealings, a simple mistake that many people make is that they forget that the people they are dealing with are much like themselves. In business, it very common to be dealing with confident individuals who have strong opinions about themselves and the subject matter they are dealing with. The interpersonal dealings, when conducting a business transaction, can be as important as, and sometimes more important than, the numbers surrounding the deal itself.
In your business dealings, common courtesy is always a must, but some of the best entrepreneurs and real estate professionals take it a step further. They refine their interpersonal skills, and do the little things that separate themselves from the pact. One of the simplest and most powerful of these refined skills is remembering the names of those they deal with.
The Power of One's Name
Unless you are a celebrity or are in witness protection, you are likely to keep and use the name you are born with. Our name is one of the first words a baby recognizes, it is one of the first words a child learns to write, and, as development continues, our identity is often tied in to the simple name that we were given. While they are just words, for each individual, these words carry meaning.
Examples of the meaning individuals associate with their name are abundant. Entrepreneurs will often create brands or name their business using their own name. Scientists have often named new discoveries after themselves, and university buildings are often named after someone who gave a large donation. Many individuals want their name honored now and their name remembered after they have passed. This concept is not new, as Homer even wrote about Achilles waging war so generations after would remember his name.
With the importance that people put on their own name, it behooves each us to remember the names of those individuals we do business with. Forgetting a person’s name can be an insult; while unintended, the person can consciously or subconsciously infer that they simply are not important to you. Needless to say, this is not the impression you want to make as those that feel slighted are naturally harder to do business with. If you can't even remember their name, it's hard to blame them for this feeling.
It's fairly easy for most people to remember the names of those they regularly do business with; however, there are many fields where you are constantly meeting people for the first time. This is very common in real estate. Whether through networking, or making offers on homes, or building a Power Team, the real estate professional is an example of someone who finds themselves meeting new people every day. Remembering the names of individuals during and after initial meetings becomes a powerful asset for the real estate professional in a people-driven business. Whatever your line of work, it can be just as powerful for you.
Remembering Names
Some people will simply have an easier time remembering names than others based on their short-term memory skills. These lucky individuals simply need to be attentive when they meet people in order to master this skill. For the rest of us, there are many techniques we can use to maximize our chances of remembering the names of the people we encounter.
The First Meeting
Repetition. Use the person's name several times in asking them questions about themselves. “Do you have any kids, Bill?” “Bill, did you encounter any traffic on your way here?” “What do you do for a living, Bill?” Don't go overboard, but using their name a few times in questions about themselves can help you cement their name and show interest in them as people as well.
Write the name down. Carry a contact book with you, use your phone, or simply have a piece of paper nearby. The simple act of writing it down can enhance the chance of remembering it and even serve as a cheat sheet later in the conversation.
Don't be fake. If you didn't catch their name or simply can't remember it, then don't try and fake it. Better to have a slightly awkward moment at first then be totally in the dark at later meetings.
After the First Meeting
Be organized. Whatever method you prefer, keep an organized method of remembering your contacts. After the first meeting, use your organizational method to write down their name and other information you remember about them. The more detail you write down will also provide context to the name as you go over your notes later. You can then use this before subsequent meetings to enhance your ability to remember.
Use social media. If you have a dedicated social media page to your business, then this is a must. It can help you remember your contacts better than any other method, and will give you insight into their personal or professional lives that will greatly enhance your chances of recalling their name.
In all interpersonal dealings, the person who genuinely has interest in others is more apt to succeed. If you have genuine interest in others, not only will you have a greater likelihood of remembering their name, but you will also have a greater chance of making a real human connection. While this will always help your bottom line, it will also make life more enjoyable as well.