"I went into a McDonald's yesterday and said, "I'd like some fries." The girl at the counter said, "Would you like some fries with that?"

Jay Leno - US Comedian and Television Host - Michael Moncur's Daily Quotes

This quote reminded me of how mechanical we can become when we are used to the same scripts and/or sales pitch that we use with our real estate customers lest be forgotten that we fail to use our 'good listening skills. Instead of listening to our customer's needs, the majority of Realtor's fail to listen and only hear what the customer is asking for.

But let me paraphrase that quote: "I went to a real estate office and said, "I'd like a 5 Bedroom with 3.5 Baths for $250,000 with an equity of over $100,000" The real estate agent said, " Would you like a den, pool, marble floors, updated appliances, close to A schools, etc?

Unlike the unrealistic home that the customer above is looking for, (and the house may just be on the market like a needle in a haystack in today's distressed real estate market), we fail to sharpen our ears to focus on the customer's needs because the mechanics of real estate have disrupted our people skills, disorienting our minds and disconnecting ourselves with reality, I'm talking to you for now. More on Mr. Customer later. 

You can practice effective listening skills by being mindfulness. The next time you encounter a buyer or seller, pay attention dutifully to their needs by jotting down their wants and needs - let them speak while you observe. Watch, listen, take notes, be mindful, if you are asked a question, answer but then ask questions yourself so that they see that you are interested in their real estate needs and shows that you are listening.

Obviously the girl was not paying attention to Mr. Leno and failed to listen to his needs. Should Jay care? Maybe not, but in real estate it is important to be alert, look at your customer in the eyes and convey to them that you are there with an "At Your Service" attitude.

Now more on Mr. Customer: They might not be a good listener either, but it is up to you to take control of the situation by educating them how the real estate market works, the latest trends, and if they really want that 5 Bedroom with 3.5 Bath's, show them that it may be out there but they will probably have to sacrifice square footage, location, condition of the property, etc. You know what to do, you are a professional!