"Communication is Key": More than a Cliché

It’s an old cliché that everyone has heard: in one ear and out the other. “Of course I’m communicating!” you think to yourself. You go through school expanding your vocabulary with each year and think you are set up for success. What a lot of people don’t realize is that it takes a level of intentionality, thought, and lots of practice to really ensure that you are practicing communication to the level that will bring you great business.

1. Are You Being Intentional?

Words have tiered meanings. Phenomenal is better than excellent is better than great is better than good. How much thought are you putting into the words you choose to use? Are you really considering the weight behind your words? You may disappoint a client by presenting a “good deal” when they were expecting a “great deal.” You had all the best intentions by using a positive word, but you could have used a more positive alternative that would leave your client more satisfied.

2. Are Your Statements Clear?

Real estate is an industry that comes with quite a bit of vocational jargon. You know exactly what all of these words mean, but you can often leave your client with their head swimming in an ocean of contract names and negotiation tactics. While these phrases are clear to you, there must be an extra step of explaining things in ways that your client understands. The deeper the understanding you ensure, the deeper the relationship between you and your client.

3. Are You Monitoring Your Nonverbal Communication?

Say your client keeps their home freezing, a crisp 66 degrees during the day and even colder at night. You might cross your arms in an attempt to conserve body heat and keep yourself warm. This is entirely innocent and not in any way an attempt to convey a message. However, your client is actively interpreting your stance. Maybe you seem standoffish. Maybe you seem upset in a way. Your client becomes defensive in response to this. This sets a negative tone that you weren’t intending to, and it could have a negative effect on your relationship with your client. You always have to be thinking about how your nonverbals and body language can be interpreted – around your client, around perspective buyers, around other agents, everyone. You don’t want to send a message that you weren’t intending to.

4. Are You Truly Listening?

You have the best answers when you truly understand the question that was posed. When you are listening at a deeper level, you can comprehensively put together the entire message of what is being said – this is quite often more than just the phrases that are conveying it. Make sure you are giving the speaker your full and undivided attention, put down your phone or pen and make eye contact. Listen to the entirety of what someone has to say without giving in to the pitfall of interrupting with what you might think are helpful suggestions. Ensure that you understood what was said or asked by rephrasing and seeking confirmation. This enables you to respond most appropriately and effectively.

5. Are You Present In the Moment?

As much as you may be upset that McDonalds gave you a burned English muffin on your way to the showing, you have to put that aside. This can set you up for a terrible interaction later on if this is what you are still focused on. You have to be able to put things aside and reset for an important conversation. Don’t let that disappointing breakfast turn into a disappointing conversation. Make an effort to ensure the only thing present in the conversation is you and the other person.

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