Often 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.