Communication is so vital in our business. I have read several posts today, where it mentions listening. I discovered a while back, that when I listened, what I was really doing was waiting for a break to say my witty comments, or story and was not really focused on what the other person was saying.
It was hard for me to face the fact, that I viewed conversation as a competition which I wanted to consider I had won at the end. I read many books about self improvement and none really tackled listening.
Then some time back I came across a book, I have forgotten who wrote it that talked about actively listening. It opened my eyes to everything I was doing wrong. I realized, I was not truly listening, but as I mentioned above just waiting to respond and tell my story.
Then, I learnt, and I have to admit, I don't it enough, this short phrase, "Tell me more?"
Firstly, it shows you are listening and are interested. It puts the person talking at ease because you show your interest and they open up, relaxing as they do so. They do not think you are going to jump in and take over the conversation.
From there, you can ask questions about what they are telling you, such as, "How did that make you feel?"
I had a new client interview me on the phone the other day, they were trying to decide if they were going to change agent. As we processed through the conversation, they mentioned how refreshing it was to be able to speak without being interrupted. We met last week as I showed them houses whilst they were in town. I had already sent them one home they had not seen and physically showed them another which although it didn't quite fit their requirements they mentioned that it was pretty close and they appreciated I had listened to what they wanted.
No one wants to know how witty we are. They want to know we are listening. Don't we all want to be heard. So, if you haven't used it before ask "Tell me more?" Use it at a listing presentation or just when you are out and about with your clients, family or friends.
And come back and let me know how it goes, what results you get.