Active Listening

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Education & Training with Real Estate Grad School
https://activerain.com/droplet/tKj

Interesting situation, one of my Clients, an Agent in New Jersey went on a listing presentation.  He was one of four Agents interviewing, competing for the listing.  He was third.  There was still one more agent after him. 

He got the listing.  He asked why?  The Seller told him.  You weren’t pushy.  You listened.  You were comfortable.  We trusted you.

When he got there they were insistent on a price.  The two Agents that preceded him had agreed with the Seller on their price.  He listed the house $30,000 below, that’s right thirty thousand dollars lower than the price they had in mind. 

This is the power of good communication and sales skills; leading with questions, active listening, being present, and staying focused on their needs.

 

Join me each weekday on my free coaching webinar for more tips.

www.FreeCoachingWebinars.com

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Rainmaker
375,022
Gina Chirico
Lattimer Realty - Fairfield, NJ
Real Estate Agent - Essex County, New Jersey

I absolutley agree.  Its a great feeling when you know you are/were up against competing agents and you get the listing BEFORE all the agents have had their turn. 

Feb 23, 2012 04:10 AM #1
Rainmaker
2,039,332
Ronald DiLalla
Century 21 Discovery DRE 01813824 - Anaheim, CA
No. Orange Cty Real Estate

Hi Rich, one of the biggest hindrence Realtor's have is themselves...and not listening to their clients needs and desires is right at the top.

Feb 23, 2012 04:19 AM #2
Rainmaker
267,812
Richard & Janet OBrian
Home Based Realty - Palmdale, CA
Listing Specialist Palmdale, Lancaster CA

 

I agree and Janet and I have always been more of the soft sell, we listen and answer the questions.  One thing thou the seller was interviewing more then one agent must have been a normal sale…

 

Feb 23, 2012 04:56 AM #3
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Rainmaker
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Rich Levin

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