Part 2 of Deep Listening
How to Master Deep Listening in Real Estate
- Create the Right Environment
- Choose quiet spaces for client meetings
- Put your phone on silent
- Position yourself to maintain eye contact
- Have a notepad ready to jot down key points
- Practice Active Engagement
- Use supportive body language
- Provide brief verbal acknowledgments
- Watch for non-verbal cues
- Resist the urge to interrupt with solutions
- Ask Better Questions
Instead of asking generic questions, use what you’ve heard to ask thoughtful follow-up questions: • “You mentioned wanting a spacious kitchen. Can you tell me more about how you envision using that space?” • “I noticed you seemed hesitant about the basement. What concerns you about that feature?” 4. Reflect and Summarize Occasionally check your understanding: • “So what I’m hearing is.” • “Let me make sure I understand your priorities.” • “It sounds like. is particularly important to you.”
Moving Forward
Start small. At your next client meeting, make a conscious effort to listen more than you speak. Take notes not only about what’s being said but also on the underlying emotions and concerns you perceive. Watch how this shift in approach changes the dynamic and leads to better outcomes.
Remember, in real estate, every client interaction is an opportunity to deepen your expertise, build your network, and enhance your credibility. Deep listening is the foundation that makes it all possible.
If you have any questions about this information or title insurance, please contact Ralph Aponte: 732.914.1400.
Counsellors Title Agency, www.counsellorstitle.net, founded in 1996, is one of New Jersey’s most respected title agencies, serving all 21 New Jersey counties with title insurance, clearing title, escrow, tidelands searches, and closing and settlement services for commercial or industrial properties, waterfront properties and marinas, condominiums, townhouses or residential single-family homes. Counsellors Title also features its own Attorney Settlement Assistance Program™ [ASAP], which is an individual resource customized to fit the needs specifically of real estate attorneys, including, Documentation, Preparation, Disbursement of Funds, Attendance at Closing, HUD Preparation or Post-Closing Matters.
Connect with Ralph on LinkedIn: https://www.linkedin.com/in/ralphaponte/