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Is Anyone Even Listening?

By
Real Estate Agent with Real Living Real Estate Solutions

I had the pleasure of flying to Philadelphia to assist in cleaning up 60 years of junk from my mother's house. She is moving and we all know that we and everyone we know have the tendancy to be pack rats. But this is not the subject of this blog. I usually fly on Southwest Airlines. Their company philosophy and energy is contagious. There are Flight Attendants that are alive! Sure, you always have the chance of getting someone on a bad day but as a whole, they are a great airline. This time, however, I flew USAir. In days gone by, I remember USAir as being a pretty good airline. Oh, how things have changed. The seats are much closer together now. When you first get boarded and the Flight Attendants seem annoyed for you being there, you know that you are in trouble.

The beverage service sure has changed. Everything can be had, for a fee. The Attendant walked down the aisle and stopped at each person asking if they wanted something to drink. A man next to me said that he would like water and the Attendant said, "That costs $2.00" as if he was expecting him to gasp and throw a fit. When he said ok, the Attendant reluctantly had to retrieve the lone bottle of water.

The thing that struck me as the strangest of all was when we were preparing to land. One Attendant got on the PA system and did the entire speech..."Seat backs and tray tables must be in the upright and locked position during take off and landing. All carry-on luggage must be stowed in an over head compartment or under the seat in front of you." When he finished, it wasn't 10 seconds later that a female Attendant got on the PA and did the exact same speech again.

This is when you look around and wonder, are we all morons? Maybe they get mad when we don't look at the while they are fastening their fake seatbelt or pretending to blow air into their flotation device.

The bottom line is...are we even listening? Not just to airline people but to our customers. Do we hear what they are saying? I have had customers who have come to me and said that their last agent did not listen to them. Heck, I sometimes even get that at home! One of the best things I remember from a seminar I took years ago was that we should work on having a dialogue with others, not a duelalogue. If we are constantly thinking about what we will say as a response, we can't be listening to what the other person is saying. Did you hear me?

Shirley Parks
Sands Realty 210-414-0966 - San Antonio, TX
Broker, 210-414-0966, San Antonio TX Real Estate

Jim, I recently flew round trip to Portland, OR with a stop in Denver on the way up and a stop in Las Vegas on the way back. We weren't charged for water, sodas, or coffee.  The flight attendants were all very gracious and one was hilarious.  We had a good flying experience with Southwest.  Maybe the double announcement on your flight was because one attendant was in training.

Sep 10, 2008 04:36 AM
David Baker
Best Rate Referrals - Las Vegas, NV

I cannot agree with the last paragraph in this sentence more! Almost every real estate agent I've dealt with, whether it was as a client or as a loan officer, seemed to have the biggest problem getting over themselves and just listening to what I need from them. We need more agents with this though process. Hands down.

Sep 10, 2008 04:38 AM
Manolis "Manny" Sfinarolakis
Keller Williams Realty - West Hartford, CT

Hello Jim,

You are so right about listening to your clients.  Your airline story really brings the point home.  It is pretty hilarious that the attendants had to say their speech twice.

I use to be all about duelalogues as you so eloquently put it, but when I started actually listening to what people had to say, I found that I learned so much from them.  I also found that if you listen, you enter a sort of weird realm of comprehension that only a good listener can enter.

Thanks for the post!

Kind Regards,

Manolis

Sep 10, 2008 04:39 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Huh?  :)

Hi Jim.  Thanks for writing.  I wonder about the concept of a listing presentation.  Doesn't seem much room for listening if we are busy presenting.

Thanks again,

Ken

Sep 10, 2008 04:39 AM
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Shucks. I don't even fly anymore.  Just too much hassle. 

We often have little choice about the airline because it depends on the carrier that has the route we want. 

The planes are all getting too old anyway.

 

Sep 10, 2008 04:44 AM
Keith Kumler
Infinity International - Fort Lauderdale, FL

Hey Jim:

As always, very interesting post. First, I hate to be negative, but the last two times I flew US Airways it was horrible and I can relate to the “rude” flight attendants. In addition, both times on the return flight back to Ft. Lauderdale they lost my luggage. NO LIE! I recently went back to Columbus for a business trip and decided to fly Southwest. They were great and I always recommend them. As for now, baggage and water is free. HA! =)

Now for your bottom line: I am listening. As sales people, I first believe we have to LISTEN and understand the client’s needs, wants, objectives and expected results. Only then can you respond by planning, implementing and obtaining satisfactory results; which leads to customer loyalty. On other hand, by listening, you may decide the client isn’t the right fit for you (wanting to list their home too high) and will save you time in the long run.

 

Sep 10, 2008 04:47 AM
No Longer Active in Staging. No Longer Staging
Hickory, NC

Hi Jim, What an excellent, true post!! It is amazing how we all can "tune" out things that we don't care to hear.. Thanks for the reminder  God bless,

Sep 10, 2008 04:50 AM
Kristin Mason
New Market Title Agency - Independence, OH

Thanks for sharing.  As in any business I think some people lose focus.  They forget the basics, if you don't have customers well heck then you don't have a job. 

Sep 10, 2008 04:51 AM
Rebecca Anne Cole
PNC Mortgage - Timonium, MD

I think that listening is the first step to any relationship, especially with a client.  It goes along with respect and validating what someone has to say.

Sep 10, 2008 04:54 AM
Jim Hirschhorn
Real Living Real Estate Solutions - Orlando, FL
GRI, Real Living - Orlando

Shirley, you weren't listening..SW=Good, Me=flew on USair

David, I do find that top producers in Real Estate do come with a bit of ego attached. It seems to be par for the course and may help them be so successful..not sure.

Manolis, my dad used to try and teach us about the art of silence. Silence is an uncomfortable thing as we are used to filling every second with sound. During negotiations or an interview, if we just stop talking, it makes the other person start talking.

Ken, A listing presentation or any presentation is just that. You are presenting something to someone else. This is not a conversation. Once you are done, then it is their turn to talk or ask questions.

Sep 10, 2008 04:54 AM
Lynn Brier-De La Cruz
Jacksonville Florida Real Estate - Jacksonville, FL

Jim,

What did you say?  I'm sorry, I wasn't listening............

Lynn

Sep 10, 2008 04:55 AM
Jim Hirschhorn
Real Living Real Estate Solutions - Orlando, FL
GRI, Real Living - Orlando

Lynn, Lynn, Lynn, do i look like your straight man? :)

Sep 10, 2008 04:57 AM
Jim Hirschhorn
Real Living Real Estate Solutions - Orlando, FL
GRI, Real Living - Orlando

Great comments everyone. One last point. We often hear but don't always listen. I hate to say it but I do think that men don't listen as well as women do. Truly taking in what someone has to say and responding accordingly, will only help to bond your personal and business relationships.

Sep 10, 2008 05:03 AM
Stephanie Kresl
Global Assist ~ Orlando Sales Division - Orlando, FL

Great story leading up to a great point! In regards to a listing presentation, I think it's more important to ask questions to help me understand my customer's needs and then I can tailor my presentation around those addressing those needs.

Sep 10, 2008 06:09 AM
Jim Hirschhorn
Real Living Real Estate Solutions - Orlando, FL
GRI, Real Living - Orlando

Thanks Steph. as a follow-up, said airlines are now charging more money for checked bags. Southwest is up to 3 bags checked for free! Yee haw.

Sep 16, 2008 07:27 AM
Stephanie Kresl
Global Assist ~ Orlando Sales Division - Orlando, FL

I do love Southwest! Good to know, thanks.

Sep 16, 2008 07:31 AM