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Listening is Key to Winning Clients

January 6, 2010
by Scott Levitt ·  

The Power of Listening
The greatest compliment is attention…
listening ear

“The greatest compliment that was ever paid me was when one asked me what I thought, and attended to my answer.” –Henry David Thoreau, writer and naturalist

Want the key to impressing prospects and clients?

Listening.

It’s 50 percent of communication (maybe even more), and yet so few people seem to have the ability to do it well. Meetings are supposed to be productive sessions in which people speak, listen, and discover solutions together. But haven’t we all been to meetings that seem like a room full of people giving monologues? Everyone talking, no one listening.

If you want to truly impress your client, take a tip from Thoreau: The biggest compliment you can give is evidence that you’ve been listening attentively to their needs, fears, and dreams. Every conversation with your client is an opportunity to discover more. Questions are vital components of listening.

Every client has at least one of two problems: 1) They don’t know what they’re looking for, or 2) They know what they want, but they don’t know how to get it. The only way you can help them figure this out is to ask questions and listen intently to how they respond. As a real estate professional, you have the knowledge and skills to help them solve both of these problems.

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