Considering that our business model from a year ago stressed communication, I’ve been focused on speaking to as many people as possible and have been reading and writing as much as I did while studying English in college years ago. I’m re-learning some very valuable lessons.
The Art of the Question
It seems that no matter how much transparency is involved when two people are conversing, there is forever more information to be shared and uncovered. At times the obscurity is intentional and other times not, but one should never surmise that there is full disclosure in any situation.
The Significance of it All
Why is this so important to understand? Because of the intrinsic nature of all communication – to learn about the other individual’s needs, desires or goals and to try to identify how you might assist them.
It is the reason that those of us who achieve success in real estate are able to do so. The more we learn about others, the more capable we are of helping them. And that quite frankly is what life is about.
A Recent Conversation
I joined in on a recent conversation that one of our team members was having with a soon to be client. He was struggling with the price at which to list his home. Upon continued probing, we were able to get him to understand that he was confusing the price he felt he needed with market value. By explaining the dichotomy to him, we were able to help him realize that, one way or another, a seller must understand the distinction between the two. The sooner he comprehends that balance, we explained, the more likely we can price his home accurately from the beginning. This in turn will lead to an experience that will save him an immeasurable amount of time and money.
It’s a Process
I’m amazed at the things that I learn from people simply by probing and asking questions. Communication is a process. And questioning is the key to an intimate relationship – whether it be with your children, spouse or business endeavor.
Have you ever been short sighted and short on information by not aksing enough questions? We’d love to read your comments below.
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