Tools, Tips and Techniques to Build Your Real Estate Business
August 7, 2011
Shut Up, Will Ya?
Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.
"A good listener tries to understand thoroughly what the other person is saying. In the end he may disagree sharply, but before he disagrees, he wants to know exactly what it is he is disagreeing with"
~ Kenneth A. Wells in Guide to Good Leadership
Did you ever hear your mother or perhaps an early grade school teacher tell you "God gave you two ears and one mouth ao you could listen twice as much as you talk."
Well. Did you heed that advice? As a member of the real estate profession, I'm hoping the answer is yes.
The longer I am a part of this industry, the more I am confident of this; Real estate sales is about people and building relationships with those people. It really has nothing to do with houses. Houses just are the "widgets" that we deal with.
Here's a simple to remember, 3-step system for building deeper relationships with your customers and clients, solving more of their problems and having more fun along the way.
#1 - Ask more questions
#2 - Shut Up
#3 - Listen to their answers
Ask Questions - It's been said that "you can't answer someones prayers until you know what they are praying for. Your role should be more about uncovering wants, needs, dreams and fears than telling people what you think they want to hear.
Shut Up - You asked. Now give them the courtesy and respect of being quiet for a second so they can express their thoughts. Don't get an objection for opposing counsel for "leading the witness."
Listen to their answers - In today's egotistical world, most communication is just a battle of talkers. While the other person is talking, we are spending more time formulating what we're going to say next rather than hearing what they are saying. You just might be surprised at what you find out when you are actively listening. Your clients might be surprised as well, either immediately or years later when something from one of your conversations has a chance to be brought to the surface such as a favorite restaurant, vacation spot or personal story.
So can you do it? Can you start putting these three steps into action today?
Keep your mouth shut. It was a rhetorical question.