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If Only I Could Get My Client To Listen To Me...

~ Listen to Me! ~
"If only I could get my customer to listen to me..." 
The complaint is common with new agents.  Fresh from Real Estate School, and with the Examination under their belt and the framed license on the wall, they venture out into the world of commission-only sales.
(Oh, I know you're not a salesperson.  You partner.  You "come alongside to create a win-win."  You're a consultant.  Whatever...)
The Problem
The problem with anything that's a new skill is that we desperately want to prove our mastery of the subject, and the only way (it seems) to do that is to tell people.  But people just don't want to listen!
The Reality
Actually, they really are not interested in you, or in what you know.  They're interested in what YOU can do for THEM! Parents of teenagers have learned this lesson.  It's why the comic strip ZITS is so popular.  Jeremy, the 15 year old, has a much different outlook of problem solving than does his 43 year old mother Connie.  (But I digress...)
Your customer is not interested in what you know.  He (or she) is interested in how you can help solve a problem ... more

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