Humans are social beings, and yet it is not uncommon for many people to have challenges when it comes to socializing with others. Every person eventually comes across situations wherein their capacity to socialize meets a sudden mental block, may it be due to pressure, awkwardness, the lack of contributing anything else to the conversation, or any other reason. In most professions, especially in the real estate industry, communicating with clients is the bread and butter of professionals who engage in the construction, selling, and buying of real estate properties. If you are a real estate professional that wants tips on how to “break the ice” – meaning, to get your clients comfortable and eager to do business with you – then this blog may help you on how you can do that for, let’s say, your condo in Las Pinas.
Listening is a powerful skill.
What do you do to let your clients gradually feel that they can be comfortable talking around you? One answer to this is simply to let them talk in the first place. The essence of the communication would not be considered an actual conversation in the first place if you are the only one who is talking, and that the direction of the conversation is always steered back to whatever you want to talk about.
Are you comfortable about the idea of someone constantly talking over you and not giving you a chance to speak at all? If you were to think about a situation like that, you would likely consider just ending the conversation to spend your time on something that makes your engagement worthwhile instead.
You can use what the person has shared to start a new topic or further the conversation.
A common misconception of the skill of listening thinking that all you need to do is to stay quiet during the entirety of the conversation without contributing responses to whatever the other person is saying. Although it’s good to let the person talk freely for an adequate period of time, ensure that in the duration of the conversation, you can soak in your mind the ideas that the other person is sharing. Gather the ideas being shared about the conversation to use them to respond to the other person.
Show your interest on the topic that is about the conversation.
Did you have a similar experience to the ideas shared by the other person? If so, take your turn to share what experience you relate to and what ideas you have knowledge on that has not been shared yet to the conversation. On another note, have you adequately understood what the other person is talking about? This is important especially when engaging in your sale of real estate properties, or in other words, when you are engaging in real estate transactions or facilitating them.
Perhaps your client is looking for a condo in Las Pinas and has stated that they want a property that is aesthetic. This kind of description can be explained further in depth and therefore can be responded to with a question of what exactly the clients deem as “aesthetic.” From that point forward, the prospect of discussing the different interior designs of properties can be topic that the conversation will lead to.
Ask questions to be engaged in the conversation.
How do you solve the problem of being confused about what your client is talking about? You can, making sure that you are specific and straightforward, ask questions with a curious tone. This way, the customer or client will be made aware of what your understanding of the conversation is at the moment. You can do this every time you need clarification, and it will let the client know that you are eager to ensure that you are understanding them properly.
Find the right property for the client by learning more about their wants and interests.
Real estate properties are not simply just structures that are bought and sold to people. The purpose of the properties being bought and sold in the first place is to achieve the fulfillment of the needs and wants of people who want to have a home or sell a house to those who want to acquire said house.
If, let’s say, you are a real estate agent that has a client that is providing vague descriptions of their wants, and such wants could be expounded better by being more specific, what are you supposed to ask? What you can do is to ask questions specifically targeted towards gathering information on the wants of the client in relation to their background.
Show interest in understanding the client’s wants.
Does the client have children? If so, then you can make use of your knowledge of any available condo in Las Pinas that is near schools and main roads for convenience. Does the client want to live near their place of work? If so, you then you can make use of your knowledge of properties that are near the client’s place of work. Is the client looking for a property that is located in highly urbanized areas? If so, then you can offer properties like condos and units in high-rise buildings located in areas like Manila.
Body language should not be ignored.
When engaging in a conversation with your client, you are not just exchanging ideas by talking. Other than words being heard, your client is, in most cases, looking at you and how you are presenting yourselves to them. You not only have to exude interest by the way you speak, you also have to show your interest in your body language.
Eye contact, in particular, is a simple but effective way to let your clients know that you are genuinely listening to them talking to you. How you position your body during the conversation is also important. Ensure that your torso and feet are directly facing the client during the conversation.
One concept, called “Isopraxism,” is to consciously mirror another person’s body language to subtly communicate that you and the client are on the same page. An example of this is to laugh when the client is laughing or sit when the client is sitting.
Related Blog: Reading Body Language and Cues for Better Closings
