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  By Real Estate Trainer
    Randy Roussie

Training Article - Show You Are Listening To Prospects!

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Real Estate Training Article, Show You Are Listening  
 

Training Article - How To Show You Are Listening To Prospects!

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Professionals who write scripts and screenplays always want to show and tell to make the audience experience the story visually. And you must do this too when with a prospect. We are going to discuss 9 techniques over the next three emails to help you to become a better communicator with people.

1. Always Be Conscious Of Your Body Language

Your body language says, 'I'm listening' when you make eye contact. When you want to agree with your prospect, lean forward a little, nod your head, or even stroke your chin with your hand.

2. Taking Notes Shows Interest

And when you do make sure to break periodically to make eye contact so your prospect feels you are involved with them.

3. Ask Questions

Your questions must cause the prospect to say yes many times during the presentation.

Studies show if you can have a prospect say yes at least 7 times during a presentation, you increase your odds of getting the listing by 87%.

This is why your listing presentation must contain tie down statements and questions on every page.

4. Let the prospect finish

People do not like to have the end of their sentences chopped off by someone overly eager to jump in with his or her own words of wisdom. Such amateurish rudeness builds massive walls between an agent and the prospect. Let your prospect finish his/her point of view.

5. Show interest with nods, uh-huhs, and go ons

Sometimes all it takes for a prospect to tell you more is a simple nod. And an occasional 'I understand' will get you great mileage.

6. Repetition is the heart of learning

Never hesitate to use it in conversation. "Now, let me make sure I have this absolutely straight…' Repeating what your prospect is saying tells them you are listening and showing interest in their views.

7. Repetition is the heart of learning

Never hesitate to use this technique in conversation, 'Now let me make sure I have this absolutely straight…" Repeating what your prospect has asked lets them know you have been listening.

8. When you take the conversation in another direction, make sure you note and respond to what your prospect has said.

Suddenly jumping into a separate topic may totally disrupt the flow of conversation and may generate a bit of resentment or even hostility.

9. Show respect and interest even when you do not feel like it

Prospects want to let you know of things that are important in their life. When they volunteer a personal issue to you, make sure you show interest.

Training Article Summary

Prospects need to know that you are listening to them - this is a basic concept of sales, especially real estate sales! You need to make sure that your prospects "know" that you are truly listening to them.


Random Training Articles:
Prospect 'For Sale By Owners' Without To Speaking To Them 'Face To Face'
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Getting The Listing... Increase Your Odds!

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