Video: You’re not hearing the
seller
https://vimeo.com/754410480/ec39b8dfc8
I don’t think they heard you
It’s crazy, but you spend 80% of your conscious hours communicating. There are four basic ways to communicate:
- Writing
- Reading
- Speaking
- Listening
Of these four ways, listening amounts to over 50%. Yet it is the one thing people struggle with the most. It is probably one of the major reasons you are not getting more real estate deals under contract.
Most
people perceive listening as a passive activity. It’s not! Listening requires prolonged concentration.
Why is there such a problem? The average person speaks at about 130 words per minute, but we think at about 500 words per minute. As a result, you are constantly jumping ahead of what your counterpart is actually saying.
Instead, it becomes very noisy in our head and we shut out or distort what the other person is saying.
The other problem is we become concerned with what my reply is going to be. We start concentrating on what we should say next rather than what our counterpart is saying to us right now.
The solution to this
problem…
Become an ‘Active Listener”. Listening and staying engaged is not a passive process. You can start this by asking your counterpart a question and then listening carefully. After they’ve stopped…pause…then paraphrase back to them what they had just said.
This demonstrates to your counterpart that you’ve listened carefully and gives them the
opportunity to correct you if you’ve gotten anything wrong. And believe me, people love to correct you when you’ve gotten something wrong, but that’s a good thing.
This also demonstrates empathy for the other party.
In The Seven Habits of Highly Effective People, author Stephen R. Covey says that “[w]hen you listen with empathy to another person,
you give that person psychological air. And after that vital need is met, you can focus on influencing or problem-solving.”
Watch the video for more tips on how you can become a better negotiator by using active listening techniques and clearing your mind.
https://vimeo.com/754410480/ec39b8dfc8
Make sure you attend this month’s meeting to learn more about negotiations and the Trifecta of Success to easily close more deals and make more money in real estate.
REGISTER FOR THE MEETING HERE
All the best,
Maria Giordano