http://www.suretytitleweb.com Title and Settlement Services Wed, 28 Jul 2010 21:53:14 +0000 hourly 1 http://wordpress.org/?v=3.1 http://www.suretytitleweb.com/are-you-listening/comment-page-1/#comment-41 Fay Smith Wed, 28 Jul 2010 21:53:14 +0000 http://www.suretytitleweb.com/?p=875#comment-41 F-I-N-A-L-L-Y!!!!! FINALLY someone is saying the thing that matters most when you are dealing with people. Selling real estate is 100% emotion when it is the buyer's personal residence, and nobody seems to get it that we need to "let them talk" so we can understand where they want to move and how they think they want to do it. Then we can provide the guidance for properly accomplishing what they hope to do. It gives us a basis for beginning to work with them and helps us to ease into educating them to differences in the market than what they might think is happening and whether their well meaning family and/or friends have shared with them information that is accurate. I have managed a real estate company for a total of 23 yrs of the 35 I have been in the business and MOST "training" from other sources totally miss this critical fact - you need to LISTEN. It is what I taught ALL of the agents I have trained. F-I-N-A-L-L-Y!!!!! FINALLY someone is saying the thing that matters most when you are dealing with people. Selling real estate is 100% emotion when it is the buyer’s personal residence, and nobody seems to get it that we need to “let them talk” so we can understand where they want to move and how they think they want to do it. Then we can provide the guidance for properly accomplishing what they hope to do. It gives us a basis for beginning to work with them and helps us to ease into educating them to differences in the market than what they might think is happening and whether their well meaning family and/or friends have shared with them information that is accurate. I have managed a real estate company for a total of 23 yrs of the 35 I have been in the business and MOST “training” from other sources totally miss this critical fact – you need to LISTEN. It is what I taught ALL of the agents I have trained.

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