Are You Listening .. Then Asking the Right Questions?

By
Real Estate Agent with Keller Williams Realty

 

Katie, my Rat TerrierOften when we are working with clients we feel we need to be the one to sell our self, talk about our services, talk about the home when showing the property to a buyer ... talk, talk. 

Most success in the business comes from those who know how to listen.  Listen to what the client needs are, how they wish communication to be delivered and when, what their expectation area for your services.

Seek first to listen and then to be heard.  Mr. & Mrs. Buyer, what is about the home that you liked, didn't like and then why?  You didn't like the pool, what about the pool would you improve?  Sometimes our clients have drawn erroneous conclusions that you can quickly overcome with factual information.

When I am interviewing for a listing opportunity, I will ask .. what are your expectations for a Realtor who has you will select to list our home.  Sometimes a discovery is made that may make you pause about taking the listing.  Examples - I want an agent who will personally hold my home open every weekend, advertise in the major newspaper, meet every agent showing the home and have the lights turned on, etc.  Now you have a great opportunity to discuss how you do business and the reasons you will provide what they seek or reasons for not providing those services.  Honest discussion but gives a great insight if the relationship will work.  By listening you gained a wealth of information.

The value of listening, question clarification & communication. A win-win relationship with all parties on the same page.

Comments (7)

Sandra Corrigan
CEO/Owner/Team Leader/Keller Williams Executives Realty LLC - Highlands Ranch, CO

Thanks for the reminder Connie,

Listening often answers the most important questions without having to ask them!

Have a great 2011!

Sandy Corrigan

The Corrigan Group

sandy@thecorrigangroup.com

303-284-8700

www.athomedenver.com

 

Sandy Corrigan

Feb 27, 2011 02:41 PM
Bryan Robertson
Los Altos, CA

I always interview my clients to find out what is driving their decisions.  I ask a lot of questions and wait for as much feedback as possible.  If I hear something that's not consistent, I point it out and that usually gets the client thinking more.

Feb 27, 2011 02:42 PM
Andres Munar
Keystone Alliance Mortgage - State College, PA
Experience The Difference

As Bryan said interviewing the client and listening to their needs is SUPER important. Especially in doing mortgages.

Feb 27, 2011 03:13 PM
Fred Griffin Tallahassee Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

Connie, on a similar note... when I started in Real Estate, my Broker took me with him to a Showing.   The Buyers appeared to like the house, but the husband complained about the door from the garage into the house.  Something about the way it opened, or the steps up or something.

My (then) Broker, asked the Buyer, "Well, what do you think could be done to correct it?"  The Buyer, who had some knowledge of construction, explained how the door should have been installed, and how it could be easily fixed to be more convenient and practical.  The Broker said, "Well, then let's write that into your Offer - that the Seller will make allowance for that repair."

   They bought the House.  

What a great lesson!  So many Realtors (including me at the time) would have talked about the door not being so bad, or tried to overcome the objection.   But my Broker just asked a simple question, and it resulted in a Sale.

Feb 27, 2011 03:47 PM
Charles McDonald®
Charlottesville Solutions - Charlottesville, VA
REALTOR®, Principal Broker®, Owner

My mom always told me that we had TWO ears and only ONE mouth for a reason. Listen twice (at least) as much as you speak, Mom was right again!

Your Friend in Charlottesville

Feb 27, 2011 11:13 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Connie, your post should be written on all Realtor's computer screens!   As listening is so important whether you are working for the seller or the buyer, and asking the right questions is key!

Feb 28, 2011 02:10 AM
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Sandy - you are very right about that point .. if you listen then often you do find out those answers. 

Bryan - I do the same.  By doing that I have the opportunity to discuss, set expectations and explain some things.  We get on the same page from the beginning rather than by discovery as we work together.  Makes a better relationship all way around!

Andres - you are very right.  Defines the difference between an armature that has a higher rate of fall out on loans and one that from the start can save a lot of time and affect a wrong perception can lead to dripping off to sellers and placing their house off the market while the loan falls flat from failure to ask good questions on the front end!

Fred - listen and then objection overcoming - key to great agents.  You have a great broker leading by example and sharing so you too will incorporate it in your business.

Charles - wise mom and love the wisdom they depart with us.  I just hope my children down the road recall those pearls with fondness.

Joan- or etched in our minds in gold!

Thanks all for the great points and visit to my post, I truly appreciate you!

Feb 28, 2011 02:53 AM