How can you become a better listener in Commercial Real Estate?

This is why Never Split the Difference is a must-read. For me the book and the implementation reveal just how important active listening skills are and most importantly what TOOLS you can use to improve them. Labeling - Using a label to identify the emotional experience Paraphrase- In your own words - what was the others experience Summary= 2 to 3 points of paraphrase + a label This is the key first step in the Behavioral Change Stairway model to effect a different outcome. Hopefully, a better one than you even imagined.

The most underrated skill around, especially in commercial real estate. Listen to understand your clients challenges, their drivers, their pressures, what success looks like for them? Don’t half listen and just be waiting to sell! Emotional intelligence is such a rare and powerful skill set. Ask better questions to understand the position of your client, and create solutions that best solve their challenges. The relationships you can build from understanding your clients challenges, creating solutions that serve them and then delivering for them is second to none.

In order to be an elite listener you have to "want to" hear what the other person has to say. I like to show that I'm listening via eye contact and by also paying attention to the speakers body language. This allows me to decipher what they are trying to tell me instead of me trying to fill in the gaps in their message. You really have to focus and endure the message without interruption as well. This often leads to additional details which allow us to soak up the sentences versus hearing the teacher from Charlie Brown. (= There are usually qustions that I like to ask at the end to close the door on any assumptions that may arise. Being a good listener takes a lot of practice.

1. To become a better listener in commercial real estate, especially if you are on the service provider side, keep in mind that the more you listen, the more reasons your client will share with you for your services. 2. If you haven't heard enough reasons for your services, ask relevant questions and start over from point 1. above ??

We often think communication is simply telling someone something. This is only half of the puzzle. You must listen to ensure, that they understood what you told them. Listening also shows that you are engaged and participating in the conversation. There are many great books on communication. Two of my favorites are Influence by Robert Cialdini and Never Split the Difference by Chris Voss.

'If only you'd listen!' The frustrated wife to her self-absorbed partner, the child, stamping hie/her foot in despair to get a listening ear? Or is it the appearance of listening that is more disheartening than anything else? The one who seems to be listening and takes you in but whose mind is in the clouds, a good actor! Empathy is at the heart of a good listener: fellow-feeling, shared experience., insight.

Active engagement is key to effective listening in commercial real estate. Brokers and agents should strategically connect with clients and prospects, paying close attention to verbal and non-verbal cues. Observing body language and taking detailed notes during discussions enhances comprehension and aids in shaping negotiation strategies. This proactive approach ensures a comprehensive understanding of stakeholders' positions and emotions.

Engage actively by maintaining eye contact, nodding, and using verbal cues to display attentiveness. Empathy is key—understand the client's perspective and ask clarifying questions for better comprehension. Avoid distractions and interruptions to focus entirely on the conversation.

Educate yourself on as much of the complex items that you may run into. - Study local and federal law beyond that required for continuing education to renew licenses. - Read and retain your organizations SOP’s and read your employment agreement - Learn the systems your peers use to operate to perfection, then search for tools that can make operations better. - Research history of the markets, verticals and clients you’re focused on. Research the history of the organization you work for if applicable. Listening is easy without the need for repetition. Comprehension comes faster with an ability to listen. If one wants to succeed they’ll listen. Valuable conversation doesn’t exist without an ability to listen and comprehend.

The biggest thing to avoid and keep in mind is "listening to respond". When you are only listening to respond, your mind is not open to really hearing what the other person is trying to tell you. Your ego will get in the way and you will not be able to effectively help the person with whatever issue they are trying to solve. Instead, focus on "listening to understand". The client's problem is not personal to you, it is personal to them. 1. Learn how to ask good, calibrated questions to help them open up. 2. Keep digging into the "why". 3. Learn the value of being silent and taking a pause before responding. 4. Listen for the "between the lines" messages. 5. Take a lot of notes.

To enhance listening, distractions must be minimized. Brokers and agents should refrain from interrupting during discussions, allowing the other party to express thoughts fully. It's essential to go beyond verbal communication, actively observing body language and other non-verbal cues. Steering clear of these pitfalls creates an environment conducive to open and effective communication.

Some of my own personal experiences include : Steer clear of interrupting clients or finishing their sentences, as it can come across as disrespectful and hinder effective communication. Avoid multitasking or appearing distracted during conversations, as it can signal disinterest or lack of attention. Refrain from assuming you understand a client's needs without seeking clarification, and resist the urge to dominate the conversation

Avoid interrupting clients, making assumptions, or getting distracted during conversations to ensure you're fully attentive and understanding.

Don’t speak until your superior, peer or prospect you’ve asked to talk to is done speaking themselves. More important, be accountable and know you are often incorrect, that there is more you don’t know than you do. Want to be better and static won’t interfere with listening.

Practice, practice, practice! Doesn’t that make perfect? Not always but can get you pretty close. Feedback from colleagues (be ready for the good AND the not so good) and act on the feedback. Enhance the good to great and ask for tips and advice on improving the not so good.

Practice active listening regularly, seek feedback to identify areas for enhancement, and engage in continual learning through workshops or training sessions.

Here're some tips to improve listening: 1. Put yourself in the client's shoes, grasp their perspective, and acknowledge their concerns to build trust and rapport. 2. Ask open-ended questions to delve deeper into client needs, ensuring a comprehensive understanding before formulating responses. 3. Pay attention to body language and subtle cues, as they convey additional information beyond spoken words.

Getting better at listening in Commercial Real Estate involves regular practice and consciously working on your communication skills. One helpful approach for brokers and agents is to establish communication systems that make prospecting, listing, and property presentations more efficient. Before discussions, it's essential to validate and organize supporting documents. This preparation ensures that your communication is accurate and confident, leading to an overall enhancement in your listening and communication skills.

My lord, all one can do is benefit from listening. Some of these questions… You won’t learn what you don’t know if you don’t listen.

Our most creative and effective commercial real estate websites are those in which all parties welcome full, wide lanes of communication. The end result is an online story that makes certain competitive advantages are not overlooked, and in fact exposes truly unique depictions via collaboration.

Enhanced listening skills lead to stronger client relationships, improved problem-solving abilities, and increased success in deals.

I don't think listening is limited to commercial real estate alone. Real estate success substantially depends upon the realtor's ability to listen because unless you listen, you don't become capable of creating a win-win situation. Ask questions, give your perspective, but at the same time make sure that you give your client enough room to share their expectations and inhibitions, if any.

Consistent practice, adaptability to different clients, and exercising patience are essential aspects of continually refining listening skills.