active listening: COMMUNICATION CAN KILL THE DEAL - 12/15/19 05:56 PM
No matter how well we choose our words they will have no meaning until they are translated by our listener. Communication is a two-way process and it is more than just words. Effective communication involves feelings, connections, and other nonverbal signals. Ralph Waldo Emerson said it best. “What you do speaks so loudly, I can't hear what you are saying.” Therefore, it is important to understand the meaning others might put on your words. Your gestures, expressions, intonations, and beliefs will communicate much more meaning than the words alone.
Communication is a two-way process to exchange ideas. We communicate in order to … (48 comments)

active listening: TWO EARS AND ONE MOUTH - 11/24/19 07:52 PM
It is true that we have two ears and one mouth. We should listen at least twice as much than we talk. Unfortunately, many times during a conversation we concentrate on our talking points rather than being guided by what we are hearing.
This is not the best way be persuasive and certainly not a good way to communicate. I was on the receiving end of a conversation. It went like this…
I was questioning a salesperson about comparable features offered by two different iPhone telecommunications carriers. During the conversation I pointed out that one carrier had an additional benefit. The benefit was … (31 comments)

active listening: ARE YOU FAILING TO COMMUNICATE? - 06/23/19 07:38 PM

What we have here is a failure to communicate! That line from Cool Hand Luke highlights the consequences of miscommunication. Lack of real communication is one of the biggest causes of dysfunctional relationships in our business and personal lives.
In real estate sales as with all sales we communicate to impart information and, in the process, influence and urge action.  Although our objective is to do just that, sometimes, in fact often, we do not get the response we expect.  
One powerful reason for this failure is that we talk more than we listen. We are so concerned with making our own … (22 comments)

Next time you watch a debate on TV take note of the points and counterpoints made. It is usually a battle of ideas with one party trying to step on and knock out the other. In many companies the same thing happens when one executive is trying to make his case a little stronger than the other.
Unfortunately, too many people use the same technique in trying to persuade someone or to make a sale. Here is a recent encounter I had with a sales consultant. I was questioning the comparable features offered by two different iPhone telecommunications carriers.  During the … (25 comments)

Great communication is a two way process. That means that a message is sent and received. Your words, no matter how well chosen, may fail to get your message out. If your message did not result in increased knowledge or prompt a specific action then your message was not received.
You will not be successful in your communications unless you listen and you ask questions. The point is that we need to listen twice as much as we talk. That is why we have two ears and one mouth. I think it’s a fair statement to say that how well you … (4 comments)

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Grant Schneider

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