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Two Words: Shut. Up.

By Clint Miller

Services for Real Estate Pros with Real Estate Pipeline, Inc.

August 03, 2011 09:26 AM

I admit it. I need a 12 step recovery program for Twitter. I'm hopelessly addicted to Twitter. Hopelessly!

Aside from the obvious health risks associated with addiction as a whole, I have to admit that one of the reasons I am so addicted is I am following some of the most amazing people there. (Some of which are industry-leaders including Chris Brogan. (If you do not know who Chris is...I seriously suggest you repent immediately. Read a book or something, people.)

Anyway, one of the many times I was glancing at Twitter yesterday, I happened to see a tweet that struck a chord with me...

"#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?"

Well...do you?!?

I sure do....

See...I'm a sales person. Yet, I have never been much of a "pitch man". And it continually amazes the other people in my office how I can run numbers as high or higher than they are able to run without ever sounding like I am selling anything because I am never on the phone ranting and raving about this feature and that feature and this other feature in a half-baked attempt to impress my client enough with my all-encompassing knowledge that they simply fall to the floor on their knees and beg me to take their credit card.

Nope. I have a different approach. The answer is simple -- I listen.

I listen to my clients. I listen to my clients tell me what is wrong and I help propose a solution that will fit their needs. I let my clients tell me what it is THEY need before I start telling them how great my product is or how it will solve all of their problems.

Amazing concept, I know... (Not really)

Want to sell more??? SHUT UP!! You were given two ears and only one mouth at birth. Use them accordingly.

Shut your pie hole and listen to your clients. Ask questions that require explanation. Take notes about their answers. You will easily discover what it is your client needs. Once you have done that, THEN talk about how your product can solve THEIR problem.

Listen twice as much as you talk. By doing so, the answers your clients need to hear are right easily found. And, once you know what THEY need to hear, THEN you will know what you need to say to get them to say the most important words of all.....YES!!

If you are in real estate, you should follow Clint on Twitter! You should also become of fan on our Facebook page.

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Gary Woltal

Keller Williams Realty - Flower Mound, TX

Assoc. Broker Realtor SFR Dallas Ft. Worth

Hi Clint. The listen twice as much rule is always a good one.

Also, I too am glad to see you back here again, and hope you are doing well with your health.

Aug 04, 2011 12:10 PM

Dave Halpern

Dave Halpern Real Estate Agent, Inc., Louisville, KY (502) 664-7827 - Louisville, KY

Louisville Short Sale Expert

Shutting up is a hard thing to do sometimes. But you are right, we must understand the concerns and wishlist of our clients.

Aug 04, 2011 04:58 PM

Kelly Young

The Platinum Group Realtors - Colorado Springs, CO

Colorado Springs Real Estate ~ 719-226-0126

Clint, fun, easy to read and dead-on accurate in the terms of who is successful and why. It is difficult, if not impossible to hear someone if we are talking.

Aug 04, 2011 05:29 PM

Kimberlie Hooker

CreditRepairNurse.com - Phoenix, AZ

CreditRepairNurse.com | Online Software for Credit Repair

I need a 12 step program to shut up & listen more! Thanks for the entertaining post! Loved the link to Chris Brogan! Thanks!

Aug 04, 2011 06:08 PM

Evelyn Kennedy

Alain Pinel Realtors - Alameda, CA

Alameda, Real Estate, Alameda, CA

Chris:

I was listening to a webinar which essentially said the same thing you are saying. People want to hear about real estate sales not about all my accomplishments.

Aug 04, 2011 07:07 PM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Jeny -- Thank you very much! Isnt it?

Gary -- I have missed this very much over the last 8 months. I am a far way from winning my war, but I keep winning the battles. Hoping that trend continues.

Dave -- Especially for a sales person. ;-)

Kelly -- Thanks! That is what I was going for... ;-)

Kim -- HA! Yeah, me too, I think. You are quite welcome for the link.

Evelyn -- Exactly! Webinars are good places to learn. But, keep coming back here, too! The 'Rain is fun to play in most of the time. ;-)

Aug 05, 2011 03:23 AM

Patrick Kelly

Kemah Properties - Kemah, TX

Kemah Properties

I agree entirely with your premise, but I see no value whatsoever in the Twitter thing. I think it is a fun thing for kids to stalk celebrities and share their drama. Realtors have told me what a great tool it is, but I see no increase in their production.

I am also dealing a major health issue right now, I am sure you appreciate the value of good health as much as I do. Remember what our parents said (how many times?) "if you have your health....blah blah" How true that is. Best of luck and get well.

Aug 05, 2011 03:24 AM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Patrick -- You and I will have to agree to disagree on the usefullness of Twitter. ;-) I have used it to great success and have seen others do the same. But, by the same token, every coin has a flipside. So, I do understand your point.

With regards to the health issue...I hope this commenht finds you strong and working hard at getting more-so. You are in my thoughts and prayers. Have a great weekend, if I dont talk with you before then...

Aug 05, 2011 03:39 AM

Billie Hiser

HISER & CO - Kingman, AZ

A Different Way to do Mohave County Real Estate

Nice Clint! I actually love listening, mainly because I don't talk much! My husband is the social butterfly, he does most of the talking while I'd rather sit back and listen to everyone else and go from there!

Aug 05, 2011 03:47 AM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Billie and Gary -- LOL!! I have a quote that you would LOVE to use on him. ;-)

"A fool chatters...while a wise man listens." ~~ (Joel Grey) as Chun in the move REMO WILLIAMS

Aug 05, 2011 03:52 AM

Ben Blonder

Broker/Owner, Keller Williams - Fort Collins, CO

Buyers, Sellers, Investors!

It is amazing how many people DONT listen to their clients. I feel like my style matches yours dead on in terms of two ears one mouth! Great Post and congrats on the feature!

Aug 05, 2011 03:55 AM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Ben -- No kidding. That is the number one complaint that I get from clients I forward out...either the agent didnt listen to them...or failed to contact them at all. Cant listen if you are unable to dial a phone.

Aug 05, 2011 03:57 AM

Robert Hammerstein -

Christie's International Real Estate - Hillsdale, NJ

Bergen County NJ Real Estate

Clint - I always try to practice this as much as possible. Much better to listen comprehend what is being said and boom you connect with somebody on a more personal level.. Great post and Lol to Bob's comment...

Aug 05, 2011 04:07 AM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Lisa and Robert -- Love Bob. ;-) And yes...that is the whole premise behind this. How better to connect on a personal level with someone than to figure them out first. Kinda like internet dating. ;-)

Aug 05, 2011 04:12 AM

Jason Burkholder

Weichert, Realtors - Welcome Home - Lancaster, PA

Associate Broker, Realtor, e-Pro, CMS

What a novel idea! it would be nice if the world followed this advice more!

Aug 05, 2011 04:25 AM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Jason -- I know, right? What a concept...

Aug 05, 2011 04:30 AM

Mike Cooper, Broker VA,WV

Cornerstone Business Group Inc - Winchester, VA

Your Neighborhood Real Estate Sales Pro

Good stuff, Clint. This line is so true, "#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?" Thanks for the great advice!

Aug 06, 2011 01:52 AM

Karl Hess

Keller Williams Shore Properties - Barnegat, NJ

on The Jersey Shore

Ha...great minds...Stop Talking So Much....

Aug 06, 2011 07:13 AM

Paul Franciskato

Asset Brokering Services - Junction City, KS

I have to wonder how it is possible for telemarketers to earn a substantial income when their practice (cold-calling) results in most people hanging up the phone.

Aug 06, 2011 01:30 PM

Clint Miller

Real Estate Pipeline, Inc. - Missoula, MT

Mike -- Yes. Yes it is. Very true. Unfortunately.

Karl -- :-)

Paul -- It is amazing how many people will actually listen to a sales pitch on the phone.

Aug 08, 2011 03:16 AM