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Communication Skills For Real Estate Agents – Key Areas You Should Work On
Of all the skills a real estate agent must have, perhaps none is more important than communication. You will need to be able to both listen and speak effectively. Communication is also more than just being able to pick up the phone to let your client know that the other party has accepted the offer. Read on to learn more about the communication skills you’ll need to become a top real estate agent.
I’m listening. Actively listening to all parties is more important than anything else. Exploring your own ideas without really hearing the other side doesn’t help them or you. They will likely go to another agent who will listen. Take the time you need to really understand what’s important to them, ask the questions you need to clarify points that aren’t clear, and let them complete their thoughts. Interrupting or digressing on another topic will convey the impression that you are not interested in serving your customers.
Translation of technical terms. You must read and understand the documents and terms and conditions and then be able to make them meaningful to your customers. A master with a partial basement next to the easement may make perfect sense to you, but to the buyer it may be as foreign as another language.
Interpret what your customer means. Some people are uncomfortable talking about money, but when it comes to making the biggest investment of their lives, they feel compelled to talk about it. You need to know what they’re really capable of so they don’t get in over their heads. They also won’t be able to express what they really want at home. Some people communicate better using pictures or don’t know how to verbalize what they want in a home, so having pictures on hand and letting your client show you what they want will help clarify what they want.
Talkative. You need to keep your customers informed of what is happening with the sale. However, it is important to be polite while still being realistic. Telling the other party that you think they’re crazy for their offer will neither endear you to them nor make them believe you’re trustworthy. You must be able to communicate your information effectively and do so in a calm, professional manner.
Negotiations. There really is an art to negotiation. You need to know what both parties want and bridge the gap between them. It’s more than just throwing out new offers – it’s all about being convincing, and that takes a bit of psychology. You have to accept something from both sides, so it takes practice to feel like both are winners.
So how can you improve your communication skills? Assess your current levels and see what you need to do first. If you need to work on your reading or writing, your local community college will have courses to improve your skills. Other skills, such as negotiation and active listening, are often acquired through professional development organizations. If speaking makes you uncomfortable, try signing up for a local Toastmasters group. Then practice, practice, practice – it always makes you better!
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