Do You Listen or Just Talk? Know the Difference.

Do You Listen or Just Talk? Know the Difference.

A plateau is "an area of highland surrounded by consisting of moderately flat terrain". In a sense, if you are starting at the top of the plateau, you are above all else. Everyone and everything is below you, making you, essentially, untouchable. 

However, if you are at the top of the listening plateau, what does this mean for your business deals, if you are above all else?

In an article published by Reverse Focus, Amara Rose talks about a book she recently read, The Plateau Effect: Getting from Stuck to Success. In Chapter 7, a chapter she considers highly beneficial to anyone who serves the needs of seniors, which details test results among children and adults, demonstrates that children are better test takers. 

It's important to consider, however, that it's not just because they were in test-taking mode but because they are better able to focus on the task at hand without getting distracted. On the other hand, adults, who are more easily distracted, might be atop "listening plateaus" instead of fully paying attention to what's going on in front of them. 

Admittedly, I multitask. It seems like a normal part of life nowadays because there simply isn't enough time in the day for all we have to do. However, when I sit down with a client, they get my full, undivided attention because I have to make sure they understand the in's and out's of the reverse mortgage program before they sign any dotted lines. If I'm distracted, for whatever reason, I may miss a important question they have or fail to hear key information that may impact their finances in their future.

Whenever you're with a client, it's imperative that they have all your attention because their questions and concerns dictate your answers and explanations. If you're a top a listening plateau, this process because a lot harder, and sometimes ineffective.

In addition, the article makes a point to state that women are much better at listening than men insomuch that even the men in the study cited rated themselves "average or below average."

Regardless of sex, however, all ears and eyes should be trained on the person(s) you're speaking to. It's not even about information lost, although that is a big part of it, but also because of the physical cues we loose out on if we aren't engrossed in our clients' behavior, such as body language. Successful client meetings can be gauged, to a certain extent, by body language and how open clients are to the information you are presenting them.

How would you feel if, when you're talking to a client, their attention was elsewhere? Give them the same courtesy you'd want them to extend to you, they'll thank you for it and your business will thrive.

Interested in a reverse mortgage or want more information? Give PS Financial Services a call at (888) 845-6630 or email us at info@PSReverseMortgage.com. We do not pressure those who inquire.