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The #1 Rule is Being Empathetic – Get the Full Story and Listen!!!

By
Real Estate Agent with Ask4Ferguson - Your House-SOLD Name in Real Estate

As a real estate professional especially in this economic climate we are dealing with many people (especially sellers) who are emotionally damaged.  For the time being I’m finding that I’m not having to deal with commission objections from home owners or any of the other traditional ‘roadblocks’ that may come up.

 

Today I am assisting people who are working against the clock to save their financial future.  For over 60% of the people in the United States their home is/was their biggest investment and there is a ton of emotion attached to every word they are speaking.  More than ever when we are sitting at our listing appointments we need to get the full story to analyze their situation.  The only way you can do this is to LISTEN to what they are saying.

 

I can recall when I was on appointments I would have objection handling lined up for any objection that was thrown my way, everything was so traditional.  Today every deal I am encountering is anything but traditional and we must be creative sometimes to come to solutions.  I have now disciplined myself to really listen to the complete story that homeowner is trying to tell me; so that I can provide a win/win situation for them.

 

It is a great discipline that anybody can implement.  It takes time and for most (me included) is not easy to do.  But neither is running a marathon or dropping that last 10 pounds, but with the right determination, imagination and really living in the moment you can make it happen too.  Trust me home owners with thank you for it!

 

There is so much opportunity in this market now.  All I can tell you that I’m doing is ‘being present’; really see what is going on around me, keeping up with the ‘shifts’ and changes that are happening daily and most of all really LISTENING to my clients!

 

Have a great day and expect abundance!

 

Comments (2)

Dianne Deming
RE/MAX Realty Group - Rehoboth Beach, DE

You make a fabulous point, Scott.  Sometimes we get so wrapped up in our own presentation that we forget to just shut up and listen to the client.  Thanks for the reminder!

Jan 22, 2010 12:54 AM
Joel Zieve
Great Lakes Home Solutions, Inc. - Grand Rapids, MI
#1 Michigan Short Sale Team

Scott, nothing is more true with short sale sellers.  The only "given" is that they will walk from a closing with no cash (and even this may not be a given that they understand right away). Other than that, there's simply no telling what's going through their head:

  • Bankruptcy
  • Foreclosure
  • Deed in Lieu of Foreclosure
  • Staying in the house vs. moving out
  • Maintaining the house dung the short sale
  • Cooperating with showings
  • Showing up a closings
  • Providing all the needed paperwork for the short sale

You've got to find out up front what they're thinking & what their expectations are. If not, you'll spend a lot of time trying to sell a short sale only to file bankruptcy a week before closing (ask me how I know). The defence?  Asking great questions and listening.

Mar 14, 2010 04:26 AM