Home : Blogs : Joe Manausa - Tallahassee Real Estate : Tallahassee Real Estate

Are You Listening?

What's more important, product knowledge or people knowledge?

real estate in tallahassee fl

When I teach our new associates sales training, I like them to consider the image of the bike. The bike has two wheels, one that provides the energy, and one that provides the guidance. The bike cannot go without each wheel.

In selling, product knowledge gives you the energy, or the drive to go. It is the back wheel. But people knowledge takes you where you want to be. The front wheel allows us to go anywhere we want to go.

Tallahassee Real Estate I submit that with product knowledge I can feel very comfortable about what I'm selling, but with people knowledge, I can feel comfortable with people and sell them any product!

People knowledge is only gained by listening to others. Our sales presentation must be loaded with fact-finding questions, not long-winded discussions about ourselves. God gave us two ears and one mouth, always maintain that ratio when you are with other people (selling or not)!

Posted by Joe Manausa - Tallahassee Real Estate on 10/07/2007 01:52 PM

Comments (26)

real estate solutions in tallahassee

Originally posted at: Tallahassee Real Estate: Are You Listening?

26 Comments on Are You Listening?

OCT

2007

I once had a realtor say that he could tell I was a good listener, so he was going to continue to talk to me. I was flattered by the compliment. Listening not only helps you gather information, but also gain trust.

Whne I was a child I was often told "when you open your mouth your ears slam shut" I'll never forget that.

Hi Joe, Important topic. I know for myself I learn a lot more by listening than by talking. What you call " people knowledge " is also the ability to engage and bond with another. Thanks again for the post.

I love that example.

This is a very good comment on how to listen. I know people will tell you what they want you just need to hear it.

Joe - I agree! Take a peek at this listening test and share it with your readers too.

Do you know the other name for Rea Estate Speculator? Realtors

I went to some open houses sunday, I have say the fundementals of Tallahassee real estate market is in a much worse shape than I thought.

There three kinds of buyers

1. Speculators - Already has more than one house, look to flip, Now they are taken to the woodshed.(10-20% of all buyers during the peak of cycle) They are in denial but are starting to realize the fact things suck In real estate

2. Geniune Buyers but with little or no money down to buy a home (20%-60% of all buyers) - They are increasingly have a hard time in getting a loan. Most of them can not qualify to a conforming loan

3. Real buyer - willing and Able to put down 20% toward purchasing a house (less than 40%)

In Tallahssee, We are at the very early stage of a long decline in home prices. Most new home builder are still put buyer into new homes with less than 5% down, and they are paying for the 5% down payment. Soon or later, some local banks will be taken to the woodshed and getting killed. I talked to one of the salesperson today, and she said that she sold many homes in Tallahassee in the last 3 years, never recalled anyone ever put down 20% or more as downpayment. That's exactly why I think homes prices will fall at least 40% from the current level, as the lenders start to tighten the lending standard.

I tell myself this all the time, God gave us two ears and one mouth for a reason. Love the analogy Joe, I think we use the rear tire more now days.

Great post. I totally agree. My husband reminds me to "Listen more then you speak!"

OCT

2007

THanks Linda, I agree. Trust is critical and listening will get you there.

Jason, I've never heard that phrase. Thanks.

Thanks Bill.

I'm glad you liked it Mario.

I agree Gary. Sometimes we have a tenancy to want to tell our customers something....so we are too busy to listen.

Will do Christine. Thanks.

THanks for stopping by Mojo. Not sure that you actually are in touch with the theme of the blog though.

Thanks Missy. I think we all fall off the bike occasionally and need to remember the ear/mouth ratio.

Thanks Janice, but does he listen to you.... :).

HA! That is a good question. Thank's for bringing a smile to my face so early on a Monday!

Yes, after 18 years, I believe he listens and learns from me as much as I do from him. :)

That is great Janice. Congratulations.

Joe--Good thing I went back and checked to see if you had posted more than 1 item today - or I would have missed this gem! I think you're making up for all that "heady" stuff you did with the 1031's.....?

Thanks Eva. Just a good reminder (for me) to listen.

A good reminder, thanks Joe. I tend to prattle on a bit. I can admit that I have difficulty relinquishing control of a conversation unless I have lost interest and just disengaged. In fact this reminds me of a story ... oops, there I go.

Thanks Paul, too funny.

Joe,

We all need a reminder like this from time to time. In case we forget what really is important in this business. I like the ratio thing, two ears and one mouth. Fact-finding questions are the ones that will steer you in the right direction with the potential customer and then listen to the answers.

Well said Esko. Thanks for commenting.

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?