A recent post (dare I say rant) brought to mind the importance of listening. I am a huge proponent of time conservation. You'll hear me say so often that 24 hours is all we have and we better use it wisely.
And so, we learn to listen. We learn to ask the right questions and we learn to disengage from those folks who ask us for the impossible. The ones who have just explained to us without realizing it why they likely cannot accomplish their plan to buy a home. As professional listeners, we can harvest a few key words from a conversation and draw some pretty solid conclusions. When, I hear the phrases "self-employed in construction" and "looking for 100% financing" in the same conversation I know the odds are pretty small that the prospect can actually complete a purchase in today's Wilmington real estate market. But the prospect will hear what I hear when I educate him in the fine points of today's lending standards. I cannot spend time showing homes he cannot buy but I can refer him to a good lender who can provide additional guidance and help him plan to make a purchase.
Listening to a different conversation that included the phrases "20% down payment" and "preapproval letter" could motivate me to make appointments before I have the document in my hand. You see, I'm a good listener and I've heard these buyers already heard what they need to hear! These buyers are ready to buy and I know they'll be good to work with because I already know they listen.
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