Real estate is a personal business. You are helping people with a very important part of their lives - their homes. That's why, in order to be successful in real estate, you need to be a proficient communicator.
To improve these skills, you need to focus on two components of effective communication - factual and emotional. Since people interpret and react to information in different ways, it's best to speak so that you include both of these forms. Here's how:
Factual information - like Sergeant Joe Friday on the classic television show Dragnet, some people require "just the facts, Ma'am." They want to know such tangible facts as square footage, number of bathrooms and closing costs.
When speaking with someone who responds to this type of information, it's best to interpret the data, not simply recite it. For example, rather than giving potential buyers the address of a home you believe they may be interested in, you could explain how the home's location relates to stores, schools or other attractions in the area.
Emotional impact - other people respond more to the "feel" of what you are saying than to a laundry list of data. They want to be able to picture their children playing in the yard or preparing meals in a sunny kitchen.
When speaking with this type of communicator, be aware of the weight your words carry and the effect your body language may have. Focus on positive features of the home you are showing and be expressive in your gestures.
Although there may be a preference for one, most people speak and react to both of these forms of communication. In order to tell which form your client is most comfortable with, listen to how he or she speaks to you.
Listening is perhaps the most important part of communicating. When a client is talking, give your full attention, make eye contact, and don't interrupt. Then, mirror his or her body language and summarize what you've heard in your own words. This lets your client know that you are really listening and understand his or her needs.
Posts
