"OH YEAH...I forgot. You are NOT like my last REALTOR®. You ACTUALLY listen to me."

By
Real Estate Agent with The Elizabeth Nieves Realty Group

Are you listening??

 

 

Over the holidays, I received an email from a buyer client requesting to take a look at property she discovered while searching my website. Immediately, I replied to her email...explaining that I was out of town but that I would love to show it to her as soon as I returned.

Within minutes, she replied to me...thanking me for responding to her email so quickly and apologizing for interrupting my holiday celebration (which she did not do!). In a post script, she wrote..."I just have one question. I receive your daily listing updates, but this home has never been included. I found it on my own. Since it is in my price range, why didn't it show up in the listings you send? Sorry to bug you...just curious."

Having only a few minutes before my family sat down to dinner, I simply replied, "Sure...I'll be happy to explain. This home was not included because it does not meet the search criteria that you established. When we first spoke, you asked me to ONLY send you homes with 2 car garages. This home has no garage. Of course, I'll still be happy to show it to you...AND...if you'd like, I can easily modify your search to include homes without a garage. Just let me know, and I'll take care of that change right away."

The next day, I received this response..."OH YEAH...I forgot. You are NOT like my last REALTOR®. You ACTUALLY listen to me."

YOUR BUYERS ARE TALKING...ARE YOU LISTENING?

 

Written and Posted by:

Elizabeth Nieves - Broker, REALTOR® -- The Elizabeth Nieves Realty Group @ Keller Williams (A Bilingual Real Estate Team serving Raleigh, Durham, Chapel Hill NC and surrounding areas.)

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Rainer
110,262
Linda Scanlan
A Fan of AR - Burleson, TX
Elizabeth - What a great story! I love the photo you picked! I think if we ever learn to keep it zipped and listen to what our clients are really saying it would help a lot. A deal can be killed very quickly if we keep talking. I love that your client sees your value! So do we! ;-)
Jan 07, 2008 12:35 AM #22
Rainer
209,246
Marc Grossman
Marc It Sold! - Longwood, FL
GRI, Greater Orlando Real Estate Broker
Elizabeth,  Too many people are too busy talking about themselves to listen to others.  Thanks for the post.
Jan 07, 2008 12:41 AM #23
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team

LISA-  THANKS!! I'm working on it!!

NICK-  Uh huh!! :-) That is probably one of my top three business skills...really listening. I mean, face it, don't you like it when someone listens to you? :-)

NAT-  I suspect that many agents are a little intimidated by selling land. If they have no experience, they may feel that it is outside their comfort zone. IF that is the case, they should admit that to the client and offer to help find someone. I'm so glad they called YOU!! I know you will take care of them.

LORINDA-  That is exactly what I hope! It seems that she sees that now. Thanks for commenting!

NAT-  It is FINE with me that it is all about you. That is how this works...one thought inspires another. I LOVE it!! Good luck with them!!! They are in GREAT HANDS!!

PAUL-  Thank you for your encouraging words (as always!!) I do try to keep my clients focused on their real goal; however, there are some who insist on seeing everything...because they believe it is their obligation to see EVERY home on the market in their price range before making a decision. With that type, I usually try to schedule one day to see everything I know they won't like...so that they get back on track. It works most of the time!

VALIANT-  I totally agree! IF we don't listen from the first conversation, we all always behind.

 

 

Jan 07, 2008 01:10 AM #24
Rainer
46,282
Jackie Peraza
Perceptions AdverStaging(TM), LLC - Framingham, MA
Home Stager - Framingham, Massachusetts

Elizabeth - Whew!  If that isn't a wake-up call post, I don't know what is! 

Marc - Uh...something in your comment resonated with me...(self reflection commitment for 2008, no matter how uncomfortable, I'm going to at least examine what I get handed) Thanks for THAT comment.

Jackie

Jan 07, 2008 01:13 AM #25
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team

LISA-  Why thank you, my friend! I think that the more we listen (if we can get them to talk) the better chance we have of connecting. It is much more difficult for a client to go elsewhere in good conscience.

CAROL-  I'm not surprised. GREAT minds think alike! You are so right...they will forget...until you remind them. Now that is when they want to remember. I've also had a few who conveniently lost their memory of our conversation. :-)

ELAINE-  You are absolutely correct! If you listen, you can find what they want much more quickly. THANKS!

JOAN- I'm EXACTLY the same way! IF, from listening to them and our experience, we feel that they really need to consider something they might not realize is available...it is our responsibility to present them with the option. I've had that work out favorably many times. :-)

GINGER-  SO RIGHT! We may be great realtors...but that still does not make us mind readers.

CAROLE-  You are sooooooooo right! They always seem to come just when you need it too!

Jan 07, 2008 01:19 AM #26
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team

JULIE-  Why thank you, my dear!! Back at ya, my friend!! Luv ya much!!

KRIS-  That is a great idea. While I don't have a specific guideline to check back in monthly...I do often remind them that I can change it anytime. I like your way a LOT!!

JAN-  Thank you! You have a blessed day also!!

MISSY-  You are SOOOOO right! I think that is the importance of asking and then asking again. You know as I do that often our buyers start out the process a bit unrealistic. As they see the reality of exists...everything comes together. Thanks for sharing!!

DAN-  EXACTLY!! We have to be flexible also!

DON-  I like that!! 2 EARS 1 MOUTH! Got it!! :-)

CYNTHIA-  THANKS! I wonder how much headache we could avoid by truly listening. Just a thought!

MONIKA-  EXCELLENT advice!! I say the same to my clients. I think there is so much on the market that it is overwhelming at times. Thanks for commenting!

LINDA-  You are TOO SWEET!! Thanks, my friend!

MARC- Truer words have never been spoken, my friend! I need to hear them also. Thanks!

JACKIE-  I'm with you, my friend! TRUTH IS TRUTH! Thanks for sharing!!!

Blessings EVERYONE!!!! Luv you guys!!!!

 

Jan 07, 2008 06:12 AM #27
Rainmaker
106,989
M A
Boston, MA

Great story!  Amazing what happens when people actually listen!!!  Thats actually an area I have to work on... I tend to zone out sometimes and forget to listen.

(You changed your meez.  Did the snowman melt in your arms?)

Jan 07, 2008 06:24 AM #28
Anonymous
Netta Blackwood

Yep...it just goes to show that there are still realtors out there who cares.

Jan 07, 2008 06:26 AM #29
Rainmaker
400,769
Hugh Krone
Weichert Referral Associates - Hamburg, NJ
Realtor, Sussex County NJ
Elizabeth, Listening to clients is like listening to God. We have to be able to shut up long enough to hear what is being said to us. It takes practice for most but is a great once you learn.
Jan 07, 2008 06:29 AM #30
Rainmaker
469,486
Sondra Meyer:
Star View Real Estate - Colorado Springs, CO
See It. Experience It. Live It.

Hi Elizabeth!  Listening pays off.  God bless you my loving friend. 

Jan 07, 2008 12:10 PM #31
Rainmaker
595,386
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate
Great story and example! I hope you are able to bring her to a successful closing. =)
Jan 07, 2008 12:31 PM #32
Rainmaker
521,100
Roberta LaRocca
Simply Vegas Real Estate - Las Vegas, NV
REALTOR®, Broker, Salesperson, NV. Lic BS.507
Elizabeth, Part of our job is to listen to the client and try to satisfy them.  It is great that you are a listener!
Jan 07, 2008 12:48 PM #33
Rainmaker
120,685
Gary McNinch
Better Properties Real Estate - Renton, WA
Broker, Renton WA Real Estate

Elizabeth, nice one.  Good stuff to remember. I think I "heard" you say something like that before.

List and Sell (with our ears open)  Gary @ RentonHomeFinder

Jan 07, 2008 02:12 PM #34
Rainmaker
468,824
Alexander Harb
Knights Investing - Mesquite, TX
Dallas, Texas Real Estate Investing

I am flagging this to be featured in ActiveRain©

I hope they listen.....

;-)

Jan 07, 2008 03:47 PM #35
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team

MARTIN-  OBSERVANT!!! Well...the snowman and I decided it was time to see other people. He's off dancing with some other chick now!!! Now...It's just me and my phone. (And Diego, of course!!!)

NETTA-  I assure you that there are a lot of us! Thanks for commenting!!

HUGH-  It does take practice, but it is worth the work. Thanks!!

SONDRA-  Back at ya!!! :-)

LISA-  I'm working on it!

ROBERTA-  I'm not perfect, but I really care. Listening shows you care. THANKS!!

GARY-  You probably did...cuz this is a biggie for me. Keep it going, bro!

ALEX-  THANKS!!! :-)

Jan 08, 2008 02:02 AM #36
Rainmaker
511,228
Robert L. Brown
www.mrbrownsellsgr.com - Grand Rapids, MI
Grand Rapids Real Estate Bellabay Realty, West Mic
You were listening. How many were not. I have to sharpen my listening ears because at times i DO miss hings. Thanks for the reminder sister in Christ.
Jan 10, 2008 12:44 PM #37
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team
ROBERT-  We all fall short...but God is not finished with us yet! :-) GBU!!!
Jan 11, 2008 06:11 AM #38
Rainmaker
121,547
Sandy Noll
(RSVP Real Estate) 425.890.0878 - Woodinville, WA
Real Estate Team From Mill Creek to Mercer Island

Elizabeth that's a great point.  I know there are alot of people that view agents as no better then car salesman and the only way to show them they are wrong is to rise above their misconceptions.  Great job!

Jan 11, 2008 06:46 PM #39
Rainmaker
511,228
Robert L. Brown
www.mrbrownsellsgr.com - Grand Rapids, MI
Grand Rapids Real Estate Bellabay Realty, West Mic
I forgot to add to my comment above. Listening is an acquired taste. many of us in this business don't have it. And look what it leads us to.
Jan 17, 2008 12:37 AM #40
Rainer
195,291
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team

SANDY- thanks so much! You are absolutely right. We have to change the image that some in our industry have created.

ROBERT-  You are soooooooo right! It is not easy, but it is very important. Thanks for adding your wisdom. GBU!

Jan 17, 2008 10:11 AM #41
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Elizabeth Nieves

Bilingual Raleigh - Durham North Carolina Real Estate Team
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