Efficient and effective Realtors are always good communicators
but that means much more than being a good talker. The biggest mistakes that
real estate professionals make today is trying to talk convincingly while
putting their own ideas, feeling and priorities ahead of their clients. When a
family is ready to list their home, or in the process of buying their next
home, what they really want is to be listened to, respected and understood. If
a prospective client doesn’t believe you are able to understand them or see
their point of view, why would they feel compelled to appreciate and take to
heart the words of the Realtor?
An excellent real estate company knows that listening builds
trust and that trust is the foundation for lasting relationships – the goal for
any successful brokerage. If someone tells us we are poor listeners, in essence
what they are saying is that we are not trustworthy. They don’t know if their
ideas, opinions and feelings are safe with us. If a real estate company is able
to be an attentive listener, they will likely ear a prospective clients trust
and subsequent business.
The bottom line is this: if a prospective client
no longer believes that the Realtor that they are interviewing is truly
listening to their goals or that they are trying accomplish in the real estate
transaction at hand, they will start looking for someone who will.
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