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Hearing vs. Listening

Reblogger
Real Estate Agent with Associate Broker at Berkshire Hathaway Home Services Georgia Properties 256152
Original content by Tammy Lankford, GREC# 169695

How often have you been talking to someone and realized they aren't listening to you? When I got my instructors license for real estate 5 years ago I came to realize that a lot of people hear you talking, but don't listen to what you are saying.  As an instructor I had to overcome people hearing, but not listening and retaining.   The numbers below shows the % of retention.

In order to do this I created class room techniques that have my students participate and write down what they just learned.  They had much better retention rates for things they say and write. 

This in turn got me to thinking about do buyers and sellers retain what what we say?  How can we communicate to get them to remember it. So recently when I listed a property that I felt was a little over priced and I got the seller to agree to a price reduction I got them to take out their phone and add a date to call me when we would be reducing if we weren't getting offers. The act of them adding this to their calendar and initialing the price change date in the listing agreement together was something they wouldn't forget. 

I've learned it also helps to get buyers to find a nickname for houses that make it to the maybe list and to take notes while seeing them about their favorite things and pros and cons of ones that are making the "list".  So tips that I've learned to teach are certainly helping me and my agents to help our clients better. Don't let them be listening without hearing what you are saying. 

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Broker License # 169695  Lane Realty License # H-11420

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Comments (6)

Gwen Fowler SC Lakes & Mountains 864-710-4518
Gwen Fowler Real Estate, Inc - Walhalla, SC
Gwen Fowler Real Estate, Inc.

Nicknames for houses is something I have used for years.  The buyers will always remember the green carpet or the purple room or the green egg grill on the deck.  

Jan 07, 2018 06:48 AM
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Great re-blog.  Tammy makes a great point as to the difference of both

Jan 07, 2018 06:48 AM
Sham Reddy CRS
Howard Hanna RE Services, Dayton, OH - Dayton, OH
CRS

Very interesting and factual.

How can we communicate to get them to remember it. I get them to repeat it often what I said!!!

Jan 07, 2018 06:55 AM
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

Hey batta batta batta swing coach! Listening to the crowd or opposing pitcher can distract for sure. Nicknames for properties to help the buyer's sort them out and remember them clearly. "Dirty but nice" house was number one showing. "Harvest gold" was where you ate a handful of brownies. The "take a bite out of crime" one where you got nipped by the pesky Pomerania. We'll jab you with a tetanus shot back at the office. Don't you pass out on me... we need to find a house that works to close on remember?

Jan 07, 2018 07:16 AM
Anthony Acosta - ALLATLANTAcondos.com
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

Good morning Ron Barnes 

Thank you for sharing your information.

Have a great day.

Jan 07, 2018 07:18 AM
Golden1 Agents
San Mateo, CA

Thank you for sharing this.

Jan 07, 2018 07:32 AM