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Are you Listening?

When President Lyndon Johnson was junior senator from Texas,he had a sign on the wall of his office that read: "You ain't learning nothing when you're doing all the talking."

As Realtors we love to talk, love to let the client know all about what we can do for them and how we can service their needs. However, do we actually know what their needs are when we are talking all the time?

It's had to be a good listener--especially when we like to talk so much ourselves. So often, we listen to part of what is being said, then ignore the speaker an think about what we intend to say next ourselves.

Have you ever found yourself thinking, " I wish they would shut up so I could talk?" Listening is an art and takes concentration and needs to be worked on everyday.

Next time you find your mind wandering stop and really concentrate on what the speaker is saying. It will help you to understand their point of view and what they really need and will make you a much better Realtor.

Posted by Gaylen Thornton on 11/17/2007 09:43 AM

Comments (7)

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7 Comments on Are you Listening?

Hi Gaylen,

A big AMEN!!!

I wrote about this in one of my blogs last month.

I just don't understand why most Realtors just talk, talk, talk and don't listen. How can one possibly know what your sellers needs are or negotiate home inspections issues if your talking.

Yes, this is one of my biggest pet peeves and thank you so much for the post, I see I'm not the only one.

11/17/2007 09:52 AM

by Wayne Miller (Beach & Luxury Realty, Inc)

Hey Gaylen... Somebody must have turned me in to the "Shut Up" Police. Good post. I am probably as guilty as any one could be, but now that I'm blogging I have slowed down.

Thanks for the reminder.

11/17/2007 10:03 AM

by Chris Sloan Tooele Real Estate (Group 1 Real Estate)

Excellent post, Gaylen. In addition, I may add that it helps to ask open-ended questions. If a buyer says she wants a large yard, find out what she means by the word "large" and ask why. Probe while engaging.

11/17/2007 10:16 AM

by Elizabeth Weintraub, Sacramento Real Estate Broker (Lyon Real Estate)

Hey Gallen, listening is an art, for sure. Good listeners are few and far between. Listening requires a servant spirit--letting the other talk and making sure that they know they are truly understood separates the sales professionals from the hacks.

11/17/2007 10:25 AM

by John March, Realtor / Broker (Keller Williams Realty )

I did have this problem when I first got in to real estate and I have gotten a lot better about. You see I came from the back ground of a radio disc jockey and we were taught to talk, so there would be no dead air. I've since realized in real life dead air is a good thing and can make me lots of money. "Silence is Golden"

11/26/2007 12:49 AM

by Todd Clark (Realtor), GRI (Your Washington Co. Real Estate Expert) (Kastings & Associates)

As a real estate lender, listining is far more important than speaking. I would say in my experience 75% of problems in the purchase process come from not hearing everything the borrower has to share.

Jim Cunningham

12/27/2007 06:32 PM

by Jim Cunningham (Community First Financial)

True...in any business that you are in listening is very important and will eventually help separate you from other sales professionals. Thanks.

12/27/2007 07:04 PM

by Vincent Coccia (Construction Services Integration)