Gender Differences in Selling?

By
Real Estate Agent with BHHS NJ Properties

The other day I was in a training session where the discussion turned to the showing of homes.  I explained that when I show a home to a buyer-client, I let them go first into the home, lead me from room to room, basically allowing them to "discover" the home on their own.  Usually, I say nothing, unless asked a question.  I never announce "this is the bathroom, because you can see there is only one chair and it has a hole in it."  After nearly 30 years of selling real estate I feel comfortable without "selling" every minute.  My clients deserve my silence unless they need my experience and/or knowledge.  I let them know there is no stupid question.  Just because you might be ignorant doesn't make you stupid.

A woman in the session said that it is important to tell buyer-clients about all the features in the home -what brand of windows, etc.   She remarked "of course, I am a woman, and women are communicators, as we all know."  Constantly talking about the obvious is not communication, is it?  I used to be a radio announcer.  Dead air is deadly only in radio.

Communication is not one-way.  The old saw about "God gave us two ears and one mouth; that should tell us something," is no less important in real estate than in any other human endeavor.  Communication is about listening, not just talking.  In fact, I say that communication is 70% listening, not talking.  It is NOT about gender; it is about being a successful communicator, isn't it?

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Rainer
52,843
Jim Dunlap
Roberts Realty - Yucca Valley, CA

I've seen both good and bad communicators in both genders.  Didn't they refer to Ronald Reagan as "the communicator?"

Jul 24, 2008 06:41 PM #1
Rainer
15,585
James C. Johnson
Legacy Real Estate - Sioux Falls, SD

I think that every person has their own unique style on how to show a home - male/female is not the only distinguiser - mostly goes to personality.

Jul 24, 2008 06:42 PM #2
Rainer
15,253
Karl von Loewe
BHHS NJ Properties - Hillsborough, NJ

No, Ronald Reagan was the GREAT communicator. 

Jul 24, 2008 06:43 PM #3
Rainer
37,895
Ron Moore
RE/MAX Professionals/Regal Builders - Retired - Florence, SC
MOORE Thoughts

There's a difference between communicator and talker.  That aside, Karl, I like your approach -- but, alas, I'm also man!

Jul 24, 2008 06:46 PM #4
Rainer
15,253
Karl von Loewe
BHHS NJ Properties - Hillsborough, NJ

Ron, being a man doesn't make you a bad person!  And yes, there is a difference between a talker and a communicator.

Jul 24, 2008 06:54 PM #5
Rainer
122,315
Jim Albano
Prudential Damiano Realty - Little Falls, NJ
Team - Jean-Marie Vantuno / Realtors North Jersey Real Estate

Karl, I agree with you. But maybe it is a man thing, I don't know. But I do know that if I were looking at a home as a buyer, I wouldn't appreciate a "Chatty Cathy" distracting me from what I was looking at, But that's me.

Jul 24, 2008 06:57 PM #6
Rainer
6,494
Karen Tindall
Keller Williams - Murfreesboro, TN

Amen Karl! And I am a woman.  You can say so much more with your mouth shut and your ears open.  I think it is really redundant to state the obvious.  If a female agent were to have told me "and here is the bathroom"  I probably would have been offended, thinking she may have thought I had not seen one before.  Your approach is the better.  Not to mention the safety issue for especially women not to enter the room first with a client.  You have no way out if you have gone in the room first.

Jul 24, 2008 06:57 PM #7
Rainer
15,253
Karl von Loewe
BHHS NJ Properties - Hillsborough, NJ

Karen, unfortunately the safety issue is the elephant in the room, and it is not a gender thing.  Men can be just as vulnerable in showing homes as a woman, and it's time we acknowledge that.

Jul 24, 2008 07:01 PM #8
Rainmaker
591,853
William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX

Karl,

There is nothing more annoying than a REALTOR saying "and this is the kitchen..."

Do they really think I'm to igroant to know?

When I was selling homes if the house was vacant I led the way, but if it was still occupied or I got there in time to preinspect it I let the buyers explore. I'd rather answer questions or ask if they spotted the disposal than make statements.

Bill

Jul 24, 2008 07:17 PM #9
Rainer
6,494
Karen Tindall
Keller Williams - Murfreesboro, TN

Karl,

Very true we all have to be extremely careful!  We have had incidences of several male realtors being attacked here.  Didn't mean to sound offensive, sorry

Jul 24, 2008 07:41 PM #10
Rainer
15,253
Karl von Loewe
BHHS NJ Properties - Hillsborough, NJ

No offense taken, Karen. 

Jul 24, 2008 08:05 PM #11
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