The art of communication
A firm handshake. A direct look. Listen. Engage. Respond.
Recognise it? I’m describing the art of communication and, at the risk of sounding like a relic, I do think it is a skill at risk of being lost.
There is much to be said for the benefits of social media and technology in the world of real estate, not least the ability to maintain easy contact at all times with clients. However, social media also allows us to spend a lot more time saying a lot less.
I might sound old-fashioned but communication is more than just what can be said in 120 characters and it is a very important skill in the business of real estate. It is the foundation on which trust is built, negotiations take place and deals are done.
Some may say that as the next generation, schooled more comprehensively in the art of social media, enter the corporate world, the reliance on ‘traditional’, face-to-face communication will diminish in importance.
I disagree, but I do envisage an increasing gap between those who can, and those who can’t communicate effectively, and that skill will in turn increasingly represent a very solid platform for success.
And so it is a skill we should be fostering within the real estate industry.
There are already large firms who run employee training sessions to teach the appropriate etiquette around emails and letter-writing. I don’t think it will be long before similar sessions are held to teach appropriate meeting and personal interaction skills.
ABOUT THE AUTHOR
Ewan Morton is the managing director of Sydney-based agency Morton & Morton. He was named Industry Thought Leader at this year's Australian Real Estate Awards for his strong drive for change and innovation within his business. Morton & Morton has also received the REINSW Large Agency of the Year Excellence Award in 2011, 2009 and 2007.