Let’s be brutally honest. REALTOR® training and coaching is often more about the pitch than the client. More about talking, telling and selling than listening and understanding. And once a real estate transaction is in play, much like a freight train that takes a mile to stop, the telling keeps on going. Meanwhile, the client drowns in an ocean of stress and uncertainty.
As business owners, we cannot afford to keep ignoring what consumers want. Transactional businesses never achieve the highest possible level of service and excellence because they’re too inwardly focused. Ego starts making decisions while the client’s real needs go ignored.
“We don’t listen to understand. We listen to react.”
Jennifer Underwood, Reclaiming the Lost Art of Listening, medium.com
In this episode of Friday Fire, I discuss the simple process for listening effectively and how that alone solves more problems than conventional sales wisdom ever will.