Deb's Lake Conroe Real Estate & Stuff! : Did You Hear That? Or, Were You Listening?

Did You Hear That? Or, Were You Listening?

Remember the old commercial that shows an agent pushing a house to the exact location the customer wanted? Within the commercial they made the statement that your agent would "show" you what you wanted and not what the agent wanted to show them. Wasn't that ReMax?

I use to laugh at that and think, "if I could only do that!". In reality this was a fantastic marketing campaign. It worked well. A marketing message is suppose to get the point across that builds trust in the viewer and asks for the "call to action" without putting it in your face...it was good.pe03759_.gif picture by dabydoll

What the commercial was implying was the kicker. That the agents would work with you and "listen" to you which would help, not hinder your home buying experience.

Obviously none of us can push the house to the right location but we can learn to provide the very best service to our clients as possible by listening to their needs.

We interact with our clients/customers daily with most of our senses.

Sight, smell, touch, taste (the flavor of success), and hearing.

What is the most important one?

In this case...LISTENING.

 

 

 

Each one of us, no matter what our profession, will benefit from the art of listening.

Practice the art of asking the right questions and voila...close the mouth and LISTEN.listen-1.jpg picture by dabydoll

We all talk about pre-qualifying our customer and that requires questions.

Once they are qualified...don't stop asking the questions. Dig deep without asking "inappropriate or too personal" questions. From where they have lived to where they plan to retire. Ask about the homes they've lived in before and what they liked and didn't like about them.

Ask them to categorize their necessities down to their desires for the perfect home.

LISTENING will save you time and occasionally embarrassment with your clients.

 

navi.jpg picture by dabydoll

LISTENING will guarantee that you can be the most effective Professional possible. Use the information wisely.

 



LISTENING will provide you the information to hone your skills and find the RIGHT program or property for your clients!

Once you show them you are truly interested and they feel they have invested a great deal of information in YOU, YOU become more important to THEM.

You will attain loyalty and often times a friend.Your key to a successful Real Estate Transaction is in the Hands of Your Agent, Brooks Prime Properties.

 

  

Debra Brooks

Brooks Prime Properties

Lake Livingston Realtor

 

 

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Check out my website at: www.debs-realestate.com.

 Some photos attributed                                     

 

 

 

 

Comment balloon 68 commentsDeb Brooks • January 15 2009 11:37AM

Comments

Thank you very much for the reminder.  I believe very well that this is why God gave us two ears and only one mouth.  Thank God.

Posted by Sonya Rosser (Better Homes and Gardens Real Estate Metro Brokers) about 11 years ago

Listening is a great feature for a good agent. So many keep blabbing about self instead of listening to the needs of the client. How is one to know unless they open their ears instead of their mouths :) :)

Posted by Celeste "SALLY" Cheeseman, (RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE (Liberty Homes) about 11 years ago

Hello. This was very helpful. Thanks.

Posted by hi about 11 years ago

Deb,

Can't say it is my biggest virtue. Never was. I know it is good to be a good listener, and maybe I will be some day

Posted by Jon Zolsky, Daytona Beach, FL, Buy Daytona condos for heavenly good prices (Daytona Condo Realty, 386-405-4408) about 11 years ago

Sonya, I just love that saying! Thank you.

Sally, so many people do that! Rarely does a customer ask much about myself...they're looking for a new home!

Hi? What's your name? I use to have a neighbor in Dallas whos name was Hi. I use to giggle at myself every time I got to say hi Hi!

Jon, what was that you said? LOL

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

If properly handled as a service, you can get them to outline their wants and then you can rein them in to fit reality.  Explain what you do, how you do it and sell them on your service.  Then you'll have a client who will stick with you.  You provide value.

 

Posted by Mick Michaud, Your Texas Lifestyle is Here! (Distinctly Texas Lifestyle Properties, LLC Office:682/498-3107) about 11 years ago

Deb -  This is one of the senses that many fail to use but the  one that can make such a big difference in our interaction with others. 

Posted by Jennifer Fivelsdal, Mid Hudson Valley real estate connection ( JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571) about 11 years ago

Deb - I really like you your post and it would be great if you could do this as a agent!

Posted by Robert Vegas Bob Swetz about 11 years ago

Great post! Can you hear me now? Listening to your clients is the key to success!

Posted by Dorie Dillard CRS GRI ABR, Serving Buyers & Sellers in NW Austin Real Estate (Coldwell Banker United Realtors® ~ 512.750.6899) about 11 years ago

Morning Deb,

Thanks for another meaningful post. Truer words were never spoken. I worked in Human Resources in my previous life which included teaching Management from time to time. My first lesson and statement included "Listening" I would tell them, Listen with you ears not your mouth. All too many never hear what the other side wants or needs because they are too busy talking their way through the meeting.

Posted by Harold "Hal" Place (A1 Connection Realty, Inc.) about 11 years ago
Deb,
Thanks for a great post...one of the most important words when talking to someone is YOU and to do that you need to LISTEN to them...thanks!!!

Posted by Lori Churchill Cofer, Realtor - 509-330-0086 - Pullman, WA (Beasley Realty) about 11 years ago

Deb you are right it was RE/MAX! It was a pretty cool ad. So how come you are not at RE/MAX? I would assume you are a top producer! Is there an office in your area?

Posted by Bill Gassett, Metrowest Massachusetts Real Estate (RE/MAX Executive Realty) about 11 years ago

Listening to your client's wants and needs is a significant part of our jobs isn't it?.  By asking the right questions and really listening to the answers we better serve our clients and ourselves.

Posted by Brett Tousley, Tri Cities Real Estate | (509) 420-0013 (Keller Williams Realty) about 11 years ago

You are right we need to really listen not just hear.  Thanks for reminding us of how important this is to our buyers.

Posted by Pat Champion, Call the "CHAMPION" for all your real estate needs (Coldwell Banker Camelot Realty) about 11 years ago

Deb, tremendous point in helping our buyers. The stereotype still exists cause many agents don't listen to the client and push their own house on them.

Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) about 11 years ago

Thanks for the reminder.  I know that it is huge fun to take someone out to a house that they didn't expect, but that meets the needs gleaned by listening to them... even when they weren't talking out loud. 

Posted by Lane Bailey, Realtor & Car Guy (Century 21 Results Realty) about 11 years ago

SO TRUE...listening to another in any busy is SO imporant.  See my latest post on  

I Said NO to an Interest Only Mortgage - But, No One Was Listening

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty) about 11 years ago

That's the number one complaint we hear from people who come to us, about RE people they have worked with in the past- "they didn't LISTEN". We do.

Posted by Leslie Prest, Owner, Assoc. Broker, Prest Realty, Payson, (Leslie Prest, Prest Realty, Sales and Rentals in Payson, AZ) about 11 years ago

Listening: Such a simple and effective concept. Why is it so rare? Thanks for the reminder.

Posted by Bob Pearson, GRI, E-Pro (Keller Williams Realty Professional Partners) about 11 years ago

It would be nice if we could move them wouldn't it?   We can try!

Posted by Gayle Balaban, E. TN Waterfront Real Estate (The Best Spot Realty/Waterfront Real Estate/Ooltewah Real E) about 11 years ago

To listen is a virtue.  When you listing, it's amazing what you learn about.

 

Patricia Aulson/  Hampton NH Real Estate

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) about 11 years ago

Deb, great post. I love the cat... those lolcats are so funny. Anyway, thanks for reminding us of this basic and yet often underrated principle... listening!

Posted by Kristen Wahl, CBR (Re/Max Plus) about 11 years ago

 

Mike, Listening is a huge part of the good service!

Jennifer, And, it helps to read between the lines!

Robert, Thank you. I try very hard.

Dorie, Can you hear me now? How cute.

Hal, I can see you being a trainer.

Lorie, you're welcome and you're right!

 

 

 

 

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Bill, Thanks for that confirmation! I thought it was. I use to use the line, "well, I'm not ReMax so I can't move it over but I can show you another that may be perfect!" And, thank you. I am a top producer out of pure stubborness.

Brett, Yep, but there are so many agents that act robotic!

Pat, It makes a huge difference in the relationship between agent and client.

Gary, That's it and I would rather have someone else represent them on one of my own!

Lane, you got it! Read between the lines and use your judgement to the good of the client.

Rebecca, I will take a look. Thanks.

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Great post. We always try to listen to what our clients and customers are telling us - after all it is the client who is buying the house, not us.

Posted by David Painter (Keller Williams Realty) about 11 years ago

Deb... We can never be reminded too often! It took me a few years to learn that I didn't really need to ask for the deal... I needed to listen, discover the need, and provide a solution... The rest took care of itself!

thx...

Rene'

Posted by Rene Fabre, Marketing in the Digital Age (First American Title) about 11 years ago

Deb, In my early days I presented an offer (you know, when we actually met with the sellers) with another agent who was my partner at the time. After we left she did me a really big favor.  Se told me I talked too much. She said I should have presented the offer and shut my mouth. In her opinion (and I agree) the seller was considering the offer, but the more I talked, the more I tried to "sell" the offer the more the seller started to focus on the number and as I recall, he did not accept. I think that is when I learned my first lesson on the art of listening..though I think it's a work in progress! Thanks for a great post.

Posted by Barb Szabo, CRS, E-pro Realtor, Cleveland Ohio Homes (RE/MAX Trinity Brecksville Ohio) about 11 years ago

Nice post Deb! I am a big believer in listening to my clients. It's something I work on doing better every day. They really appreciate it when you actually address what their real concerns and needs are.

Posted by AMBER NOBLE GARLAND - Top Real Estate Expert, Property Tax Appeal Specialist & Author, - The Agent You Can Trust To Deliver REAL Results! (Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide!) about 11 years ago

 hi Deb, why is it that the simplest stuff makes so much sense, especially when well presented like this. Love the cat pic BTW. ;-)

Posted by marti garaughty, a highly caffeinated creative type... (garaughty.com) about 11 years ago

If you are listening closely to a buyer you will things about their needs and wants they may not realize.   I had a who talked about how she would like a fireplace but it wasn't a necessity.  Every time she looked at a property that didn't have a fireplace that would be her first objection.  All the while claiming it wasn't that important.  I finally told her she shouldn't look at a home without one.  When she asked why I made the above observation to her, she thought a minute and said, "yeah, I guess it is more important to me than I thought."  If we take a few short minutes to listen when our clients speak we can save everyone a lot of time in the long run.

Posted by Julie Cleland (Prudential California Realty) about 11 years ago

WOrk hard and again work hard.

Posted by Steven Nickens, R(S)GRI ABR, Maui Real Estate Hawaii (Elite Pacific Properties Maui) about 11 years ago

Great advice.  Sometimes we talk too much and don't listen enough.  I heard somewhere "why sell with blah, blah, blah, what you can sell with blah" AND LISTEN.

Posted by Kristin Moran, San Antonio,TX - Real Estate - 210-313-7397 (Owner - RE/MAX Access - KristinMoran@Remax.net) about 11 years ago

I always say Listen Twice, Speak Once

Posted by Bryan Anderson, Real Estate and Waterfront Property In Austin Texa (Bryan Anderson at RE/MAX River City) about 11 years ago

Deb, You put that beautifully.  I too have found that when you take the time to really listen to what your clients are saying and ask questions, they can tell you care and trust you--the most important step in ANY relationship.  And we all do care about our clients, I hope they feel it!  A very well deserved feature, congratulations to you for it.

Posted by Laura Cerrano, Certified Feng Shui Expert, Speaker & Researcher (Feng Shui Manhattan Long Island) about 11 years ago

Deb,  You said it so well.  I've heard agents talk themselves right out of a sale or a listing when if they'd only shut up for a minute, success was right there.

Posted by Marian Goetzinger, Crystal Coast Real Estate NC (Pine Knoll Shores Realty 252-422-9000) about 11 years ago

Deb,

I loved Mike's comment about "rein them in"!  In this resort town ,we ALMOST have something-for-everyone.  However, quite often, their bank account doesn't match their want-list!  And then it's my job to "rein 'em in!"

Kathy Opatka, Re/Max, OCEAN CITY,MARYLAND

Posted by Kathy Opatka, Serving Ocean City, MD, & The Delaware Beaches (RE/MAX CROSSROADS) about 11 years ago

I "hear" you.  I can never be reminded enough to listen.  Thank you!

Posted by Diane Aurit, Lake Norman Real Estate (LKN Realty, LLC) about 11 years ago

Deb,

How true this is! I personnally do much more listening than talking & have even been accused of not participating in discussions enough (hence my joining Active Rain to get more practice at voicing my opinion!).

I came accross a quote by Maya Angelou the other day & feel it just sums up so much what will be remembered of our work:

People will not remember what you said,

People will not remember what you did,

But people will remember how you made them feel!

 

Much Aloha,

Monique

Posted by Monique Ting, RA e-pro CENTURY21 Hawaiian Style about 11 years ago

Deb -- this was SO well put, really!  Listening is as much an art as a science, as you have to know when and how to ask questions, specifically, open ended questions like: Why is that?  Can often elicit information that a less vague question could ever hope to get.  Pointed questions are good as well.  It takes a truly skilled person to really know how to satisfy something as complex as not only a housing, but life-style and personal choices that go along with purchasing a home.

Posted by Chris Olsen, Broker Owner Cleveland Ohio Real Estate (Olsen Ziegler Realty) about 11 years ago

ah yes...the rare art of listening. A seemingly lost trait for many Realtors.

Great reminder Deb ! ...it takes work to be a good listener, but the benefit is tremendous !

... very nice post :o)

Posted by Sheldon Neal, That British Agent Bergen County NJ (Bergen County, NJ - RE/MAX Real Estate Limited) about 11 years ago

So true...asking the right ?'s and listening are the two most essential skills of a successful agent!

Posted by Joseph Watson, Joe Watson (RE/MAX Way) about 11 years ago

David, listening should also be a virtue!

Rene, you are sooo right. If you work "with" them it's much easier to find the right fit!

Barb, ABSOLUTELY! I've heard agents talk themselves right out of the sale. People have to have time to think and make decisions.

Amber, yes, and more often that not they keep coming back. They like to be heard!

marti, it is such a simple concept that many people forget it. They ramble on and on without getting anywhere.

Julie, great job! That is exactly what I'm talking about! Thanks for listening!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Hi Deb...What's true in life is true in real estate.

If we want to have the best possible relationship with someone we will try to understand them which means listening to them.

How true for our clients.

Kate

Posted by Kate Elim, Realtor 540-226-1964, Selling Homes & Land a (Dockside Realty) about 11 years ago

hey, deb, congrats on this very deserved feature!  Listening is key - what a simple concept, huh?

Posted by Leesa Finley, RED Properties - Raleigh NC Real Estate (RED Properties) about 11 years ago

Hi Debbie,

Listening and educating are the most important things we can do.

All the best!

Posted by Kevin O'Shea, White Plains, NY Real Estate (Coldwell Banker) about 11 years ago

Realtors have a tendency too talk too much.  Not me of course!  LOL  Things would be so much easier if we just listened to what people had to say.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) about 11 years ago

Stephen, If you love what you're doing...it's not really working!

Kristen, Blah, blah, blah...yep. Better to walk the walk instead of just talkin' the talk.

Bryan, two ears and one mouth!

Carole, they know when you care...listening is part of the process of caring!

Mariane, I couldn't have said it bette.

Kathy, me too. So appropriate.

Diane, what did you say? Huh? Eh? Oh, half past a quart of milk? okay.

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Deb, listening in my humble opinion is an art. Some would rather talk and assume. If you listen everybody wins, the client first and foremost, you by saving time and money.

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) about 11 years ago

Listening to our clients is paramount!  Sometimes our best option is to just SHUT UP.

Posted by Georgie Hunter R(S) 58089, Maui Real Estate sales and lifestyle info (Hawai'i Life Real Estate Brokers) about 11 years ago

Whoo hoo!  What a great blog!  If I do one thing better this year...Listening will be it!  Thanks for the blog...good info. Robin

Posted by Robin Moffitt, "Gold Star Service....Gold Star Results !" (Gold Star Realty, Inc.) about 11 years ago

Thank you for the insight. I am a pretty good listener. I do need to work on asking the open ended questions though.

Posted by Craig & Sue Guffin, Sedalia Mo Real Estate (Coldwell Banker Monsees Realty) about 11 years ago

So true! We have all been there where we make a comment about a house and lo and behold that house prior to our comment would have been the one they wanted. I now ask them to tell me what you think? Or we say Love it or Hate it before we start talking. With age comes wisdom, and as I age I realize I really don't know that much.

Posted by Jacque Applegate (Elite Realtors of Georgia) about 11 years ago

Monique, that is so true! Something as emotional as purchasing a home stirs up many feelings. They won't remember your bumps in the road if at all times you made them feel secure in their transaction.

Chris, I often times ask them how they "feel" about it. What do they "feel" is right for them and visa versa. It works and helps them work it out too!

Sheldon, thank you, I live by this and it's how I practice!

Joseph, you want to walk away with a clearer understanding of their lifestyle, wants and needs.

Kate, you're right. It's good for all of us!

Leesa, it's sure simple but so many times it's forgotten!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Kevin, the education is very important also. I just try to learn about the client enough to figure out how they need to BE eduated!

Lyn, naawwww....we don't ever talk too much! Ha!

Missy, you sure hit on a great point! It does save us time and money to have a better understanding of how and what they want! You're right!

Georgina, I have thought to myself the very same thing before! Shut up Deb...

Robin, I assure you that if you do this you will have a good year!

Craig, with good listening skills the questions should arise pretty naturally.

Jacque, yep, that's foot in mouth syndrome...I've had to be treated for that before!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Hi Hon- Ah, the art of listening... It so helps to be able to resolve the customers' wants and needs. Asking questions and really listening to the answer is the best tool there is. It also shows that one cares. Really good post. Congratulations on the Feature.

Posted by Debra and Scott Brooks, Lake Conroe Real Estate and Luxury Home Specialists! (Brooks Prime Properties, Lake Conroe) about 11 years ago

Deb - I think listening may be perhaps the most valuable thing we can do, as it impacts just about everything else in the transaction relationship when you think about it. While it would seem to be an easy thing to do, so often it is not. A reminder now and then, with the sensitivity with which this article was written, ir a good thing.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (eXp Realty of California) about 11 years ago

Thanks Mr. Brooks, It certainly does show that you care. Clients will stick with us!

Jeff, thanks for the compliment sir! It does impact everything. I like to know and "feel" the folks I'm working with. It makes ME more effective!

Have a great evening gentlemen!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Deb - I do not recall the commercial, but I like how you tied it into your point.  Listening is a very large part of what you do to ensure the customer is happy and satisfied with you.  Satisfaction = referrals.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) about 11 years ago

John, great equation my friend!

Listening  = understanding.

Understanding = satisfaction.

Satisfaction = referrals.

Awesome. Thank you!

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 11 years ago

Yep.  People give you information all the time.  It's just a matter of being aware of it.  This is coming from a former professional poker player.

Posted by Mike Henderson, HUD Home Hub - 303-949-5848 (Your complete source for buying HUD homes) about 11 years ago

Because of my hearing impairment, I actually am a better listener.  I have to listen to them carefully, to hear them, and I watch their faces so that I can read their lips, and it makes them feel like I am really paying attention.  Because I am.  Great post Deb!

Posted by Susan Mangigian, Chester & Delaware County Homes, Delaware and Ches (RE/MAX Preferred, West Chester, PA, RS152252A) about 11 years ago

Hello Deb and everyone,

I'm fairly new to Active Rain, I love all the comment and Deb thanks for bring it up.

I hear this alot and I agree, Listen, I've been working on this for years and still I get carried away at times and don't listen. Because I'm to busy thinking and talking. Sometimes I have to say to myself,shhhhhhhh, be quiet. Most of the comment sounds like, they have total control of themselves and always listens to other. Help me understand how to have this control of myself. I would love to be able to listen to my clients all the time.

Please respond, I need help.

Deb I love the Post, Thanks!!!!!!!!

Posted by Phyllis JC Anderson, GRI (Liberty One Realty) about 11 years ago

I find it beneficial to be a good listener, but that often leads me to show clients something that they wouldn't have otherwise expected.

Posted by Rob and Camille Di Maio (San Antonio Real Estate - Keller Williams Legacy) about 11 years ago

People love to talk so I listen. The more and better I listen, the more listings I get, when I have competition. Good post.

Posted by Kelsey Barklow, 423/948-9154 (Hurd Realty) about 11 years ago

Great advice! Agents need to HONE - in. I just had a call from a buyer today who wants to change agents! The other agent is my friend. So, I encourgaed her to let her agent know she needs to widen the search to other areas.  

Posted by Carol Culkin, Overland Park (Reece & Nichols) about 11 years ago

I think it was abraham lincoln who once said that people have 2 years and one mouth and should use them in that proportion

Posted by James Wexler (wexzilla.com) about 11 years ago

Deb,

Listening has been a golden key to my success.  I talk about it often and then I reserve whole days, just like today, to listen (don't tell anyone:-))

Posted by Rebecca Levinson, Real Estate Marketing and Online Advertising Consultant (Real Skillz-Clear Marketing for Your Real Estate Vision) about 11 years ago

Listening has become a lost art. I find that most people are fascinating...if you ask the right questions and make them comfortable with sharing. Listening is crucial to being a successful agent.

Thanks for a great post!

Posted by Kim Southern- "Sold" with Southern Hospitality, Greetings from the North Georgia Mountains! (Century 21 In the Mountains) about 11 years ago

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