Dear AdMan:
After 12 years as an operating room nurse, I found myself burned out with the profession and have embarked instead on a real estate career. So far, it has been great and I find I really enjoy working with people who are “awake” for the process. I have a strong desire to do well in this field. What advice can you give me towards my success?
— Rosalie
Dear Rosalie:
In this competitive real estate environment, the ability to listen well is a crucial edge. It’s one of those “soft skills” that buyers look for and sellers crave. But it takes consistent practice to achieve the goal of listening - which, in fact, is understanding. Here are some steps from the American Salesman that can help you to become a better listener:
Prepare to listen.
It takes a concerted effort to focus on someone else completely. That’s why preparation is vital. Clear your calendar, hold your calls, forget your e-mail. Shift your entire focus to the person who wants you to hear their words and concerns.
Write down any problems you may have with the person.
Half the battle of listening is being able to put aside your own points of view enough to really hear another person’s points of view. Make a list of any prejudices you may have with the prospective buyer or seller, then put them physically and mentally aside. This list-making action prevents you from focusing too much on your goals and can actually help you concentrate on listening.
Provide visual signs that you’re listening.
Nod, maintain eye contact and ask short questions to clarify any points. Mind your body language.
Do not interrupt.
Interruptions cause individuals to lose their trains of thought. The consequences can be misunderstanding and frustration - which are never goals that you’re trying to achieve.
Summarize.
After the person has finished speaking, repeat what you think is the essence of their points, using their own words as much as possible. Then provide an explanation in your own terms. This ensures that you really have understood the other person and allows them to clarify any misunderstanding.