As energitic, positive REALTORs we can get in the habit of talking more than listening, I sometimes have to remind myself: Stop Talking So Much!
The Greek philosopher Epictetus said it best:
“We have two ears and one mouth so that we can listen twice as much as we speak.”
How true! So, when working with prospects, customers and clients, I tell myself to follow this advice: "Use your mouth primarily to ask questions."
Contrary to popular belief, the person asking the questions - not the person talking or answering questions - is really the person in control. After you ask a question, accept and enjoy the pause and silence that precede the response. Your power, as a REALTOR, is intensified if you're willing to withstand the temptation to barge into the silence that follows your question.
Remember the axiom, "He who talks first, loses?" Well, that's how you should approach your business, both in signing clients and negotiating contracts. Basically, when you ask a question, be quiet and this is especially true if you ask a closing question...be quiet and let them sign the contract!
There a reasons why we tend to talk too much;
- Anxiety. People who are anxious use an avalanche of words to avoid dealing with potential conflict (like a prospect saying "no").
- Lack of preparation. The less clear we are on any given subject, the more words it will take us to talk about the subject.
- Stress. When we are tired we tend to ramble and our ability to concentrate begins to decrease.
- Lack of a roadmap. Do you know where your conversation will lead before you start talking?
- Lack of humility. Some people think that everything they say is profound and important.
While some REALTORS continue to hopscotch from problem to problem, yakking away, others quickly get to the core of a customer's problem, solve it and close the deal. I tell myself that it's important to insure I get my point across, BUT, I also have to remind myself: Silence isn't just golden, it's Powerful, use it, and Stop Talking So Much!