The benefits of good communication are obvious, but how can you ensure that your message is being communicated effectively?
Effective communication is among the most important qualities for a successful career in real estate. From initial consultations, to listing presentations, to negotiations with agents and meetings with lenders, the perks of a strong communication base cannot be overstated.
How can you ensure, though, that your message is being property conveyed to your clients? Here are our four steps to being an effective communicator:
1. The Right Time in the Right Place – Before you even open your mouth, make sure you’re meeting with your clients in a proper environment for communication, especially one that is appropriate to your clients’ needs and interests. For instance, if you’re meeting with clients from the baby boomer generation, chances are that they’ll have a more traditional, straightforward approach to their business dealings, so a meeting in your office would be appropriate; say you’re meeting with a millennial homebuyer, though, you may want to consider a more laid-back environment, such as a Starbucks.
2. Abolish All Distractions – Once you’re in the proper environment, remove all possible distractions from the communication environment. After all, you want to show your client that they are your center of attention, and an iPhone, iPad, even a pen or pencil that you constantly fiddle with, will distract you from your client.
3. Phraseology – There is one person who can get away with a monotone delivery – Ben Stein – and he pretty much has the monotone market cornered. Therefore, you’ll want to make sure you’re phrasing your thoughts, opinions and explanations in a thoughtful, erudite manner, with various layers of pitch, rhythm and tone; in fact, if you want a great primer on how to phrase your sentences, listen to some programs on National Public Radio, which features some of the more artful talkers around.
4. Listen Attentively – Finally, you’ll want to listen attentively to what your clients are saying, because though it does not get quite the attention it deserves, effective listening is just as integral to the communication process as talking. And in real estate, it can pay significant dividends later on. For instance, say your client mentions a movie they just saw, or their favorite brand of chocolates; think of how awesome it’d be if your client arrived at their residence for the first time and found those items waiting for them as a housewarming gift!