Part 2 Building upon the Why we have TWO ears and only ONE mouth

We have two ears and only one mouth because we should listen twice as much as we speak.

How does that affect our business as Realtors?

A basic human need is the need to be understood. The best way to understand people is to really listen to them. And that does mean ACTIVELY listening more than you talk. When people feel that you have really listened to them, you will gain their respect and they will value and give you the credibility to speak. Not to mention they will appreciate you. This also allows you to understand their personality type. And as all training in sales emphasizes there are different types of personalities and we have to work within those individual types.

As a Realtor, I love to educate my clients. Because I want them to have the information needed to make those informed decisions, sometimes I leave feeling like I have overwhelmed them with information.  

Personally I am a detail person so I want to weigh the facts. But many of my decisions come down to what I really want versus maybe what makes the most sense on paper. Because we all know that sometimes we are surprised at the homes our clients pick because to us it doesn't make the most sense. And that is NOT my decision so my place is to be happy because their decision is best for them.  As a Realtor, the ability to step back from my personality and try to meet their buying type is what will work. I have to admit it is hard for me to not overwhelm them with details. Especially the cut to the chase, give me the bottom line type personality.

One of the ways to stop that flow of information from my mouth is using my Keller Williams mentor's extremely good and wonderful systems. They were meant to keep us on track. He taught was give an informational booklet to every new client at first meeting. It is full of details from the Texas IABS which is the statement explaining brokerage in Texas--first in the legal form and then with an everyday explanation to a glossary of Real Estate Terms (3 pages) they may encounter--to what a Realtor does for them and why they need a Realtor and includes what they need for a loan application and what NOT to do during the loan process. It contains about 14 pages. Once under contract I have another booklet that details what to expect during the contract period from inspections to reviewing the neighborhood at night and checking out commute times, getting insurance quotes, again what NOT to do during the loan process, flood zones, and a list of contacts that they need such as a list of bonded inspectors to phone numbers for the utility companies, school districts that is needed for their due diligence on the home.

These booklets hopefully keep my mouth shut so more listening can be done. Not only that but it is a quick, handy reference for the client anytime.   Some clients keep the copies of the homes they have previewed and their notes within the booklet.

So as I learn what my clients want and desire I can leave them with educational information to read when they relax at home.

As always the ultimate goal is a new happy homeowner.