Listening Skills
TO LISTEN
DEFINITION: To give attention with the ear, attend closely for the purpose of hearing.
The Dictionary definition of the word “listen” is clear but listening is much more than that.
Listening is communicating with another individual.
It means focusing on your client and not getting distracted for any reason. Your purpose is to understand what someone is trying to tell you. Once you understand what the client is conveying, you can begin to understand their needs, and locate a home to fill those needs.
Look the client in the eye. There is no better way of letting them know that they have your full and undivided attention.
Find (Listen For) a Need and Fill It
Many client comments about what they are looking for in a home are prompted by a need.
- Remarks about their children sharing a bedroom may signify a need, for more or larger bedrooms.
- When a couple tells you they run their own business out of their home may signify a need, for a den or an extra bedroom.
- Do they entertain a lot? Make sure their kitchen has the amenities they will need.
Listening is the foundation of excellent customer service.
Really listen to your client’s comments, complaints and questions. Is there a need you may be able to fill?