● Accommodating different points of view - A meeting with prospects is not the time or place to talk about your strong opinions on politics, the environment, child-rearing, religion or anything else. ● Giving sincere compliments - First, compliment the owners themselves. Say something like, “I love that t-shirt,” or “Great boots.” Next, compliment the home. Tell them that their house is elegant or cozy or has curb appeal. ● Mirroring interests - Are they college football fans? Do they have dogs? Are they raving about the pasta salad they just made for lunch? Share how you relate with your own favorite team or recipe or dog story. Also, beware of these things that could sabotage your first encounter with the homeowners: ● Lack of focus - Do you have a tendency to do other things such as checking your phone, checking emails, etc. while having conversations with other people? You can’t communicate effectively when you’re multitasking. To communicate effectively, you need to avoid distractions and stay focused. ● Inconsistent body language - If you say one thing but your body is saying another, you’ll lose your listener’s trust. If you’re fidgeting and avoiding eye contact, your potential customer won’t take you seriously. Be careful how you use nonverbal cues such as crossing your arms, avoiding eye contact, or tapping your feet. ● Ignoring nonverbal cues - Just as your body is capable of communicating, so is your listener’s. If you don’t pay attention to people’s nonverbal cues and listen to their words, your communications will be ineffective. Studies show that 55 percent of our intent is delivered through nonverbal cues. Think facial expressions, gestures, and postures. Pay attention to these cues, too. They say more than words. ● Not Listening - The truth is, we all love hearing ourselves talk. However, real communication happens when you listen more than you talk. If you want to communicate effectively, you have to speak less and listen more. During the Tour Once the owners offer to show you around, pay close attention. This is your time to understand what they place value on, what their favorite memories are, and how they feel about moving as a whole.
17
Powered by FlippingBook