I will admit that I have many qualities that need brushing up. One of many is that I tend to want to finish people’s sentences at times. It is usually done out of excitement but still involves me assuming what someone is about to say – not good. Thank Goodness for New Years Resolutions! With that out in the open, I have two important messages today for your real estate investing business.
First: you were created with two ears and one mouth for a very specific reason. I truly believe that listening is much more important than the skill of speaking.
People love to talk about themselves. It’s human nature. When a potential seller calls me from advertising, I have a list of 12 or so questions that I ask them. I can typically get all of the answers that I need with 3-4 questions. My goal is to just ask a question and listen. If you are kind hearted and genuinely show interest in a person, they will open up to you. If they feel comfortable and know that you truly care this business becomes much easier.
Second: Think before you speak. Don’t interrupt people. Don’t jump to conclusions about what they are telling you. Don’t Ass-u-me that you know exactly what they are going to say. As already mentioned, I am constantly working to improve on this one, no matter how excited I get during a conversation.
So today I want you to know what happens if you don’t listen carefully and you speak before you think.
Ouch! Every time I watch this video I hurt for this guy. Yes, the kid was excited and hyped off coffee, but if he had taken a few more seconds to think it through, he would have gotten it correct. He’s not dumb (well, some would argue otherwise) but he made an assumption that the first question is as easy as they come and there’s no way that he could miss it.
Well, he was wrong. For your sake (and for all of your friends and family watching you on national television) please make sure that you listen more than you talk and that you think before you speak.
One more, just to drive the point home…
