Flash forward to 2014 and these words carry far greater meaning in my life. The difference between hearing and listening, be that to a client, colleague, friend or family member, carries an intense difference that can really define the result of the conversation. In my business world this will certainly impact the advice I give and the decisions my clients make.
Over to you for this to be considered. Are you listening to clients? I mean really listening? Or do you hear what they say, pay lip service and carry on brandishing every landlord or tenant with the same brush, the same approach and the same thoughts, simply because it is a “similar situation”.
The similarities between events, people and properties should not ensue that you provide the same advice, or take the same actions, thinking everyone wants the same outcomes. How do you really define the difference? It’s through listening. A few tips to get you to listen rather than hear…
1. Close your mouth, and open not just your ears but your mind. Clear the thoughts of previous conversations and situations
2. Stop thinking about how you are going to respond and instead take time to ask questions and dig deeper
3.Get to know the “talker”; when you can understand things from the other perspective you will have a far greater ability to listen
4. Focus! Remove the distractions that prevent you from giving your total attention to the discussion. Turn off emails, social media, and ignore the phone or others attempting to take up your thoughts.
5. Be real, be present. Whilst another person’s perspective may be completely different to yours, you may think them irrational or unreasonable, remember you are not them! You have not walked a day in their shoes. To them, whatever is happening at that moment is significant enough to require this piece of communication - honour it and respect them.
ABOUT THE AUTHOR
Fiona’s energetic and motivational presence has ensured her popularity at industry events. She regularly performs keynote presentations for many of the leading industry groups both in Australia and abroad, including the National Association of Realtors (NAR) in the US and the National Association of Estate Agents, England and Scotland.