Hi Jeff,

Thanks for the great info.

 Bottom line for me is what you said in: "Do we take the time to REALLY listen to what our clients?".

Patience is a virtue- I think my big kids heard that on a daily basis when they were little. 

Great post- I agree that we do have to take time to sit back and listen so we can find what our clients are wanting.  

Jeff that was a good post.....I was ready earlier one on Carlsbad.......But taking time to listen to your clients and allowing them to work thru their emotions......thats a good reminder - especially when are minds might be racing with other details - to pause - be in the moment - and be their for our clients by 'listening' and not just 'hearing' them...:-)

We need to understand our clients, what they have and what they want. then we explain and example how to prove so they can see and trust. it will be save our time. If we always listen our clients. we would never endless with what they want

Great Job, as usual Jeff! I have always been in a management or leadership position, so I have taken many classes over the years. The one class that always stuck in my mind was on "Effective Listening". This class changed my entire professional career and you summed it up very nicely.

Thanks

Jeff, ditto...taking time to listen is rule 1 in real estate. It's not hard to do, but we need patience and they deserve our undivided attention to build trust and move forward. 

Nice post. This is a good reminder whether we are working with buyers or sellers.

Jeff,

All of my clients are treated the same...some might need more attention than others but it's always there whenever they need it. Example we closed on a small deal for $64,500 on Friday and although we didn't make a fortune...the clients were in their 80's and needed to be reassured that it was the easiest deal but that they needed to relax and everything went fine so in the end they thanked us for the extra attention...I told them it wasn't extra...it's what we do for all of them.

Jeff~

We, at our Firm here in Asheville) are geared to "listen"...most of us are buyer's brokers meaning we get to listen and drive =) It's really amazing what one learns when when does both.

Lynda - yep, that really says it all, doesn't it?

Jeff 

Dawn - and the challenge is to take the time and not rush, esp. when time pressures are mounting.

Jeff 

Thanks, Liz. There are times when it IS difficult, either because of time, and even when we think everything has been covered in full.

Jeff 

Good for you, Stephen. And I appreciate the compliment. I know I have to work on listening since my mind is usually racing, especially when I am really busy.

Jeff 

Missy - I agree wholeheartedly. There are times, at least for me, when i know the situation makes it hard to focus on what is really being said. And one has to be sure you hear what the client says, and not what YOU want to hear.

Jeff 

Gina - I think it is sometimes too easy to focus on our agenda, such as gaining the listing, rather than truly listening to what the client says, and needs. That, I think will actually lead to greater success.

Jeff 

Jeff, this is truly what defines a top level agent who provides excellent service to their clients.  (This is also why I haven't even had time to write or comment much in the past few weeks as I have had some wonderful out-of-town buyers here.  I love showing them the area and fine-tuning their wants and needs even if they aren't yet ready to move.  We even take them out on the lake in our boat.)  You are the agent I would choose if I were moving anywhere near Carlsbad! You instill a sense trust because of your professionalism and care for your clients.

what a great reminder that we are here to provide service - and it does depend on our knowledge and dedication to change

Neal - well THAT is why you are so good at what you do. Your clients are most fortunate.

Jeff 

janeAnne - that is such a good point. I really enjoy driving with my relocation clients in particular; I learn so much from them but it is also a great opportunity to hear what they need or want to know and educate them. The given and take dialog is priceless.

Jeff 

Diane - well there you go, making me blush again. :)  But I am honored by such a compliment for someone so accomplished as yourself. 

I find that I continue to learn every day, no matter who I work with, and trying to meet the needs of the person who needs me now is my primary goal.  

Jeff 

Thesa - that is so true. Dedication is so key to being successful, but we truly have to want to help, and to adjust our behavior in order to meet the needs of our clients. Thanks for your thoughts!

Jeff 

I sure understand the point Jeff. You covered it pretty well. But as we increase the number of clients, prospects, etc., plus blogging, plus Ce, plus specialized training, plus all the tools we need learn of daily to enhance our sites, it seems the time and conversations are getting more and more complex and well more complicated requiring more reseach and inquiry. More unique situations, more complex questions, more difficulty to get the files completed, more lending issues, more escrow issues and it all has to happen instantly. We have no choice but to take the time but it comes at a higher price each year in this business. I am for a pay raise,lol

Yes. And I Hope So! Argh. I hope I am hearing what my clients say. My husband says I am way too anaytical and don't do the personal relating thing well enough. But I swear I hear what they say! And I care. This is a great career. We are constantly pushed to grow and develop and better ourselves.

William  - excellent points. It is getting harder, as the market becomes more complex, and the laws and regulations more prevalent. Anyone who thinks our role is easy does not have a clue. And as clients need more from us, we too mush adapt, and learn more, in order to meet those needs, effectively.

Jeff 

Sarah - we al lhave different styles, and for some listening comes much easier. The important thing is to be aware of our style and make sure we adapt, to the extent we can, to the needs of each client. Thanks for your thoughts.

Jeff 

Another good question to ask...do we take the time necessary after the sale? When a client calls with a question or even a problem with the house? I tell them I am available before, during and after the sale...and I mean it! :)

Jeff - it's so important to take enough time to really listen. I try to leave lots of "blank" time after initial counseling appointments so that no one is rushed. Despite the risk of losing some referrals from "instant response" agents, I also turn off my cell phone when I'm with clients.

Kelly - excellent question. I suspect many agents simply disappear at that point, never to be heard from again. What a great competitive advantage.

Jeff 

Same here, Sharon. Phone is off, and I always ask permission if I know there is a call I have to take (rare). People appreciate the personal attention, and also then understand if we do not return THEIR call right away when with other clients. I try to not schedule things too tightly so there is ample time as well. Doesn't ALWAYS work as well as I would like but I try.

Jeff