The Incredible Importance of Listening

Real Estate Agent

Today I taught Session 6 of our 4:4:3 class.....Four listings and Four Sales in 3 months.......I loved it......the discussion was around our Buyers' Consultations........and the Incredible Importance of Listening.......and I was reminded of a post I wrote when I first joined Active Rain...ok so it was a little 'raw'.....but its something I constantly have to remind myself stop mindchattering and planning my own agenda - and to Listen

Salesmen are notorious for doing too much talking and not enough listening. 

I wonder how often when we're heading out to a listing appointment Do We  Plan to Listen? Seriously, I'd say most of us are 'Planning' on what we're going to say!

Chances are though that we already have all the information that we need to do our 'presentation'.  Odds are that what we don't have when we walk in that door is a 'listening' for our client!

Its kind of sweet when you think about it...clients invite us to their homes.....In their eyes...their homes are their castles!  In some ways its a little like 'sacred ground' that we're invite to walk upon..



So when we show up at their door.....are we respectful?    At times like these , often our 'clients' are 'vulnerable' and waiting with baited breath to hear our evaluaton of their homes worth.....When we knock..and they open the we..  

help them to relax and greet them with a...Smile? 



 Now they may think that we're  the big bad wolf  and that we're going to huff and puff and tell them how little their house is worth.......  

But mostly they're just proud of their house and want to show us how absolutely wonderful it is...


So when they take us on the tour of their house....and they start talking.........are we truly Listening?  

I hope that we're encouraging them...That we let them tell us EVERYTHING they love about their house....I hope we leave them with some dignity...when the times they are a hurtin'....Do we watch what words come out of our mouths?  Sometimes its easier to be detached and 'professional'.... 

Are we Empathetic? must be tough leaving a home you love...never mind selling it for a fraction of what you might have paid for it!.....Watch ... do we make eye contact  and show them we're listening and that we care......or are we feeling guilty for being the bearers of bad news...........

Do we Look at their Body Language ?...Watch their Facial Expressions..? Do we truly listen?

Do we  interrupt and make our clientsl feel we're not interested in what they're saying...or do we assume we already know and start telling them what WE think they should know leaving them feeling  frustrated that they can't  finish a thought? Are we feeling uncomfortable...and would rather get right down to  business?

Oh and do we turn off our cellphones and Blackberries...

   and let them know that for those few minutes..... listening to them  is what we want to be doing?

Do we change the subject?...  Or do we let them know we're paying attention and not waiting for a pause in the conversation so that we can interject something more important?...

Are we curious? Do we really care...?


Do we Withhold judgement?. . . Do we really know ALL the reasons, motivation, and why's and what fors as to why they're where they are? Lets not  prejudge.... Lets be  exceptional listeners...


I've found, that its amazing how willing these people will be to Hear us out...when they feel like they've Really been listened to.  :-)






If you or someone you know is thinking of Buying or Selling property in Chilliwack, Hope, Abbotsford, Langley or anywhere in the Fraser Valley Area of B.C. - or if you would like more information please give Liz  Moras of Landmark Realty Chilliwack a call at- 604-799-0459 or e-mail at     

Copyright © 2009 By Liz Moras, All Rights Reserved. All photos by Liz Moras(except the one of Claire). All information provided by this author is only an opinion, it is not guaranteed, may be based on information collected from several sources, and may be time sensitive.  It is not necessarily representative of the opinions of Landmark Realty Chwk. Ltd..   





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William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

"Be swift to hear, slow to speak, slow to wrath" is what the good book says. That's why God gave us two ears and only one mouth! Good point, well said, and thanks for the reminder!

Mar 27, 2009 04:36 PM #10
Angela Reeves
Royal LePage West Real Estate Services - Coquitlam, BC
Angela Reeves

Funny pics - but seriously good reminder - listening is one of the greatest skills in any type of sales, and very appreciated by the speaker. 

Mar 27, 2009 04:37 PM #11
Randy Hooker
Dreamcatcher Realty / Greater Phoenix Area - Gilbert, AZ
Gilbert, Chandler, Mesa, Queen Creek

Nice avatar, Liz!  Glamour Shots?  Now what did you say?   LOL   I have to tell you that that's perhaps the most creative and insightful approach to the "art of listening" I've ever heard.  Seriously, this is a great post, Liz.  Very nice job!

Mar 27, 2009 04:47 PM #12
League City, TX - Worrell Team, REALTORS, GRI, CNE
RE/MAX 1st Class - League City, TX

Liz, great reminders... and I absolutely love the ears pic!

Mar 27, 2009 04:58 PM #13
Steve Shatsky
Dallas, TX

Hi Liz... these days, more than ever, people want to be listened to... it's one of the easiest ways to help forge a strong relationship and begin the process of building trust.

Mar 27, 2009 05:11 PM #14
Darren Revell
Keller Williams Realty Temecula Valley - Temecula, CA

Thanks again Liz...  We all need to listen more...

Mar 27, 2009 06:01 PM #15
Alexsandra Stewart
Remax equity group - Portland, OR
Broker - Portland Oregon Real Estate

Liz -- it really is their castle, and the reminders to really hear what they say about this 'place' they are now selling are key. I think it is listeining with heart to find the heart of what they need and want from us -- it is so much more than just to list their house.

Mar 27, 2009 06:06 PM #16
Rick Huffman
Mortgage Banker - Kent, WA

Liz, you are so right on. Sometimes you have to listen to the conversation at hand and if you only hear your voice it is time to shut up.

Mar 27, 2009 06:53 PM #17
Janice Roosevelt
Keller Williams Brandywine Valley - West Chester, PA
OICP ABR, ePRO,Ecobroker

Truer blogs were never written, Liz. Buddhists have a name for the chatter in our head - "monkey mind." If the chatter is not too loud in my head I begin to focus on the breathe. Clearing out all the garbage. Allows room for what the seller has to say.

Mar 27, 2009 11:06 PM #18
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate


I will make a sticky note and place your phrase "Plan to Listen" on my visor in my car! Great post..thanks!!

Mar 27, 2009 11:54 PM #19
Dan and Amy Schuman
Howard Hanna Real Estate Services - Solon, OH
Luxury Home Specialists

We have been better at listening, but all of us could use a reminder, like every day. I am at least much more aware of the fact that I need to stay quiet and just listen more. Thanks for the post.

Mar 28, 2009 12:43 AM #20
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Helping you find your way home.

ahh... now that's the kinda Liz post we remember... better advice was never written.

Mar 28, 2009 01:20 AM #21
Kristin Moran
Owner - RE/MAX Access - - San Antonio, TX
San Antonio,TX - Real Estate - 210-313-7397

I love Plan to listen!! I do agree, we need to LISTEN more & shut up!  Love the new pic Liz!

Mar 28, 2009 02:04 AM #22
Sidney Kutchuk - Realty Works Temecula Kutchuk - Realty Works Temecula
Realty Works Temecula - Temecula, CA
Realty Works Temecula

Liz, I love your new picture!  Very drama queenish and classy!  Secondly, listening is an art, with all of the distractions around us especially as of late.   Congratulations on your listings and closings!!!   :)

Mar 28, 2009 02:48 AM #23
Liz Loadholt
Liz Loadholt- AgentOwned Realty- Covering SC - Mount Pleasant, SC
Realtor--Broker-in-charge - Trainer--Relocation Director Covering SC

Hi Liz --- I, too,love your new photo --- "Plan to Listen" --- I love it.  I will have to admit that this is the first time that I have heard this phrase -- but it is so appropriate -- not only for sales people, but for everyone in life.  Thanks for sharing.

Mama Liz's Signature

Mar 28, 2009 07:18 AM #24
Audrey June-Forshey
RE/MAX Realty Services - Darnestown, MD
GRI, Gaithersburg, MD

Liz, I am such a chatter box, I have to remind myself to bite my tongue - off  sometimes.  I do take lots of notes when I meet with them and that seems to help me.

Mar 28, 2009 03:32 PM #25
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Liz, Great points, every one of them!  I believe some of my clients are a bit apprehensive at first....but I always listen, care and withold judgement. 

Mar 28, 2009 03:58 PM #26
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Liz, active listening does take work and we have to shut out the distractions, particularly the distractions of our own mind.

Mar 28, 2009 04:47 PM #27
Terry Chenier
Homelife Glenayre Realty - Mission, BC


Great post as usual; I'd sure like to know where you find some of your graphics.

Apr 13, 2009 02:15 AM #28
Russel Ray, San Diego Business & Marketing Consultant & Photographer
Russel Ray - San Diego State University, CA

My wise old grandmother used to say, "Shut up and listen to something more than the sound of your own voice." "Shut up" was about as close to cursing as she ever got.

Apr 22, 2009 09:51 PM #29
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Liz Moras Migic

Chilliwack, British Columbia - Realtor
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