As a Clubnet Member, I am able to listen to Brian Buffini's Conference Call once a month.  Most times I do listen "live".  I just cannot wait for it to come via mail.  I know that this man has really good tips and words of wisdom that will help me through to reach my goals.  I make an appointment in my assignment book to make sure I am able to listen in.  My Coach, Dave McGhee, even sends me an email to remind me.  You know how we all get busy and the day just goes by.  See one of the reasons, why I need a Coach! (there are many more:)

Our Conference Call for September 08, was about listening.  Listening to your family, your spouse, your clients, and trying to understand what they are feeling.  Most of communication is physical.  Did you know that?  I probably had heard Brian say this before, however, it rang so true when I heard him say it this time.  Watch their faces, their hands or are they tapping that toe.  Do you finish other's sentences?  Do you begin to speak before the person you are talking with has finished his sentence?  Are you really listening to what they are saying? 

This Conference Call has really reminded me to take a step back.  I am very pragmatic.  Hurry, hurry, get it done.  Yes, okay, good, let's go.  That is how I am.  Sometimes I just have to hold myself back.  I learned to be better at this when my children were small.  I really did want to hear what they had to say.  What they were thinking.  Clients are no different.  They need to ask their questions.  Tell us their fears of the homebuying or home selling process.  We do it everyday.  They do not.  I think sometimes we do forget that fact. 

I hope that this helps you to remember to hold back, be a little patient and just listen.  Listen to what is being said.  You can make a list of answers if you need to.  They need to know that you do understand their concerns. You can go over the questions at the end of your appointment.

Think of it as standing in line.  Waiting to see Santa Claus.  All of the children are excited and some are even practicing their list for Santa Claus.  The first thing you do when you are sittting on his lap, is give him your name.  You wait for it.  Have you behaved this year?  It's coming up.  What would you like Santa to bring to you this Christmas?  There it is!  That's the question you were ready to answer months ago!  You waited, you listened.  Then, right at the end of the visit, you go for the prize!  Try to think of your appointments in this way.  Wait for it, answer the questions, listen well and you will go for the prize!

It's a Good Life!

Fran