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You Can Observe a Lot Just By Watching...
I borrowed this title; "You can observe a lot just by watching", from the late Yogi Berra the Hall of Fame Yankee catcher that seemed to have a marvelous way with words.
Yogi was right in many ways. We often are so busy talking or trying to make a point that we forget to observe what is really important. Even when we think we are listening, we may be planning for our next response or our next riposte, to overcome an objection.
As real estate agents, we are taught to try and spin the positive viewpoint, to try and get a "yes" into the client's mindset. A "yes" will make the outcome of our negotiations more favorable for both the client and ourselves. But failing to sense how the client really feels could bring the negotiation to a swift and unfavorable result.
It is only through truly listening to the client and watching their body language and facial expressions can we observe what they are thinking. If the client is not truly comfortable with the situation, whether it is negotiating a listing or showing a home, it is our job to recognize their reservations. Only when we observe their views will ... more

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