Are you aware that we each have a style of communicating?

We can divide most of the world into three categories:

1) Visual

2) Auditory

3) Kinesthetic

The majority of people are visuals. They need to see things. And, they love to look at lots of pictures online. They have to see that red dining room; that fireplace in the family room.

They use the words: crystal clear, focused, hazy, appears to me, in my mind's eye, you get the picture.

The next group are auditory oriented. They must hear it. And, with the increase in cell phones, I expect that the younger generation will have more auditory people.

They use words: rings a bell, all ears, make myself heard, tuned in, to tell the truth, in a manner of speaking.

And, the last group is kinesthetic. They are people who "feel" things. And, they need to reach out and touch. When showing a home, they might touch the wood around the fireplace.

They use words: I can sense, lay your cards on the table, come to grip with it, a pain in the neck, pull some strings, I have a gut feeling.

(One of the funniest mis-communication lines to me: Can you see what I'm saying. A great example of incongruency.)

Now, why is this important? Because people are most comfortable when they communicate with someone who  "speaks" their language.

For example when talking to a visual buyer: Can you see how beautifully the landscape blends into the acreage?  It would be very confusing to say: Listen, can you hear the birds?

And, when you're on a listing appointment and you have an auditory client. Do you show them pictures? Not a lot. You tell them what you do...you just say it.

Pay attention to your language for the next few days. Listen to how you communicate...then try to define how your clients communicate. Once you learn their language, it will be so much easier to establish rapport.