Say What? The Art of Listening
Do you feel like you constantly repeat yourself? I said, do you feel…never mind. Most of us are going a hundred miles an hour in five different directions. We have work appointments, errands to run, phone calls to make, emails to answer, kids activities, making sure we eat right, exercise and have some quality time with our loved ones. We are constantly interrupted by phone ringing and dinging, doorbells, people walking in on your quiet space, and alarms telling us it’s time to get to our next obligation. It’s no wonder that our attention span is that of a 2-year old or worse. We may hear what others say but are we really listening?
In real estate, as with many other businesses, it is imperative that we actually listen to what’s being said. A lot can be learned and negotiated in our favor if we pay attention. Most people love to talk. If you listen, you could gain knowledge and insight into motivations, which could give you an advantage in negotiating your side. As a Realtor, we should be listening to every word spoken and unspoken. In today’s impersonal society, it is a lot harder to hear the unspoken word, as it is picked up on most often in the tone or inflections of the voice. Text messages and emails are much easier to misinterpret or read into and, therefore, are not as helpful when needing to use information gathered in a negotiation setting.
Buyers and Sellers should be listening to their Realtor. Learn from their experience. You wouldn’t let someone that pulled a splinter out of their thumb when they were 12 operate on your hand. Why would you think you know more than a professional that has sold hundreds of houses? This is not to say that you shouldn’t ask questions. In fact, this is part of the art of listening. Be engaged in the process. Be engaged in the conversation. Learn to communicate effectively by listening first and asking questions and responding second.
This seems like such a simple idea. The idea of hearing what others say. But it has become apparent that with all that is being thrown in our faces and competing for our attention, that we all need to get back to some basics. Let’s become masters at the art of listening and it may surprise us at how much more efficient we are and how much more we will accomplish.
Michelle Froedge is a residential Realtor and Principal Broker in the Greater Nashville and Williamson County areas of Tennessee. “Mom” to four-legged fur baby, Tyler, Auntie to Zelamie, she is a vegetarian and sings in her spare time. Michelle has lived in Nashville and Franklin since 1997 and has been selling homes since 2004.