My broker-manager, Jennifer Utter of the Middleton Office of the Stark Company, told me when I was a new agent that we should really listen to our clients and talk about topics that they want to talk about as we are driving them around. I have loved that piece of advice and was grateful to her for bringing it up.
I decided to try it to the extreme with some out of town buyers who were moving to Middleton from a southern state. I decided that I would never offer a single thing about myself and my own life unless they asked me a specific question. I want to tell you that these were very conversational, articulate, interesting and very likable people. I want to add that my name is not "Chatter-ton" for nothing! I am an extrovert and a Realtor and I like to talk! I kept up on my end, and kept the conversation volley in play. I would expand upon points they brought up, asked questions, but not once in three full days did they ever ask about my family, after we had talked about theirs, or anything about my interests. There never asked me one thing!
I have to tell you, though, that I really enjoyed this! It was fun and helped me check myself with a natural inclination of talking too much and telling too long a story once in a while. "It is all about THEM", as Jennifer pointed out. She is so right. I think this is a great exercise. Try it sometime!
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