As a real estate agent, your success depends on your ability to connect with people. And the best way to connect with people is to listen to them. When you really listen to what your clients are saying, it shows. They feel heard, and they know that you care about their needs. As a result, they’re more likely to trust you and do business with you.
Listening also allows you to gather important information that you can use to help improve your client’s situation and even how you present yourself. Bottom line: if you want to be successful as a real estate agent, start by becoming a great listener. It’s the single greatest skill you can have.
How to Listen Like a Pro
If you want to be a great listener, there are some things you need to do (and some things you need to avoid doing). Here are a few tips:
- Make eye contact: One of the easiest ways to show someone that you’re listening is by making eye contact. This sends the message that you’re interested in what they have to say and that you’re present in the conversation.
- Ask questions: Asking questions shows that you’re engaged in the conversation and that you want to know more about what the other person is saying. Furthermore, it allows you to clarify anything that may be unclear.
- Avoid interruptions: When someone is talking, resist the urge to jump in and finish their thoughts for them or change the subject entirely. Not only is this rude, but it also shows that you weren’t really listening in the first place. Let the other person finish speaking before chiming in with your own thoughts or observations.
- Be an active listener: Listening isn’t just about hearing what somebody has to say; it’s about understanding them as well. Pay attention not just to their words but also their body language and tone of voice. This will help give you clues as to what they might be feeling or thinking beyond what they’re actually saying out loud.
- Follow up later: After a conversation, take some time to follow up with what was discussed later on. This shows that you were paying attention and that you remember what was said (and it comes in handy for those times when somebody forgets what they were told or what was said). For example, if somebody mentions that they’re interested in buying a home within the next year or two, touch base with them every few months or so just to see how they’re doing or if their plans have changed at all.
If being successful as a real estate agent is your goal, then start by honing your listening skills . It’s one of—if not THE—most important skills you can have.