I learned well into Real Estate Investing that sometimes it's not what you say, it's what you do. This was a few years after I got into Real Estate Investing back in the late 1990's. Something I wish someone would have sat me down and told me about. And then made me believe! It doesn't sound hard, but it is.
I remember back in the day when I thought if the there was ever a silence in a conversation, the entire conversation was dead. Human nature is to keep the conversation going regardless of how much ideal rambling-on may occur. When I started my investment career I thought I was supposed to educate my buys and sellers. I thought I needed to tell them everything that I've seen in the industry and help them avoid making the same mistakes that I had made in the past. To a small extent, this is true. But taking up time giving them too much advice or information that they didn't want to begin with, will fail almost any business transaction. While you are trying to sell your product or service, people will act like they're really interested in what you're saying for hours. But you're not getting anywhere as far as closing a deal. We all need to work on our listening skills.
Ask open-ended questions and just listen. Listen to their entire conversation. Speak with a soft and quiet tone. And when there is a silent period, don't speak, allow them to think without interruption. Force them to think. Silence should be a prompt for the client to go further and deeper into the conversation. Listen to what they are NOT saying. What they might be avoiding in the conversation. What makes them feel uncomfortable? When your client comes up with an idea instead of you, you are now in a win-win situation. Allow your client to come up with the negotiation, you don't have to "talk" them into anything, you just have to agree on the negotiation that you allowed them to come up with!
In conclusion: Just sit down, shut up, and listen! It will get you further than you could ever think possible. Just a small amount of "shut-up" can get you thousands of dollars more per month. It's amazing that just for being quiet, you can actually get paid much more. Until I learned this simple technic, I wouldn't have believed it either. It's one of the easiest and best business tools you can ever acquire. Good luck to your future silence!
Author Resource:
Robert Lett
3904 Central Ave.
Cheyenne, WY 82001
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