Residential Real EstateListening To Your Clients
In real estate sales it"s easy to get wrapped up in doing a lot
of talking. We talk to people about
property, keep them informed as to what"s happening in the
marketplace, and do our best to inspire them to buy, sell, and
lease through us when the time is appropriate. But the real key
to building relationships with the people we"d most like to work
with is in our ability to listen to them.
We"ve all been around people that we think talk too much, but has
anyone ever told you "You listen too much?" When people feel
that they are being listened to and fully understood therein lies
the key to solidifying a wonderful business relationship with
them.
People want us to understand clearly exactly what they
need. They don"t want us telling them what we think they need and
then trying to sell them on it. When we try to sell them on what
we think they need, if we"ve incorrectly assessed their true
needs it becomes very easy for them to associate us with those
old, horrible stereotypes of bad salespeople. Yeah that"s
right--those guys!
Listen to your clients and feed what they say back to them for
clarity and understanding so you know exactly what it is that
they want. When you feed what people say back to them in exactly
their own words, they feel that you understand them and that you
are just like they are. And there is nothing more powerful in
moving towards building a successful business relationship with
someone than having them feel that you are just like they are.
Whenever you"ve bought products and services through salespeople
in the past how have you felt when they did most of
the talking? Now compare that with how you"ve felt when they"ve
listened to you and made you feel that
they truly understood exactly what it is that you wanted.
While selling and leasing real estate definitely involves
talking, it"s your listening skills and your ability to have your
clients and prospects feel that you genuinely understand their
needs that will make the bigger difference in your success in
your real estate sales career.