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?