Are You Listening? REALLY Listening?
Sometime you hear such a profound talk by someone you respect that you feel compelled to share.
Such was the keynote given by Jeff Turner at the CRS Sell-a-Bration at the Peabody Hotel in Orlando this past week.
Jeff's comments were not directed just at real estate, but "listening as a strategy" in general, and in the social media world.
I won't try to convey all that he said. And what you are about to read is, well, what I heard and took in. I hope you find it helpful and take it to heart. Hopefully Jeff will feel I represented some of his comments accurately.
In our business, listening may be the most important thing you do. But...
Are You Listening?
And by that I mean listening in a way that is effective?
Think so? Well, read on and see if you still believe it.
Here are the 4 Listening Strategies Jeff Turner referenced:
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This is the most common method, and one which we likely engage in without realizing it. By not listening you can focus on the task or person you need to and not get distracted by other conversations, or technology. This is true in business and in real life.
LISTENING FOR REINFORCEMENT
This occurs when we listen to what we like and agree with. But that means there is no critical thinking involved. The problem with listening for reinforcement is you do not question because you agree. So, for example, in a listing presentation you may use the wrong script because you are listening for the seller to say with what you are saying. You HEAR them agreeing but they aren't.
LISTENING TO REPLY
You listen this way when you believe what you have to say is more important than what someone else has to say. Hmm, how often does THAT happen!!?? The focus on analyzing what you are going to say in response rather than understanding what the other person is saying. As in the previous listing strategy, there is no critical thinking involved, which is a potential problem.
LISTENING TO LEARN
This is the preferred and most effective listening strategy...the one we need to be in. Using this listening strategy you are trying to figure out what's not being said, to judge the motives and the truth. You have to want to learn...and this can be hard to do. And the only way to know if someone is listening to you on-line is to say something.
One other point that really resonated with me, and is worth sharing, was "The attitude in your conversations should be ‘How Can I Help Someone?'" To let people know that "I am here for you." So much of the on-line conversation, and in real life, is focused on "me" and "I" rather than "you!"
One other big take-away was Jeff's point regarding social media - if you don't know why you are there, don't do it. Just because someone says you should be there does not mean you should. Keep that in mind when you are on Facebook, Twitter or any of the other social media sites.
Or thinking about it.