Are the kind of Realtor® that people love to work with?
A lot of times, we spend a lot of energy determining what kinds of clients we want to work with. But we don’t always put a lot of focus on becoming the kind of Realtor® that draws in ideal clients.
One key to being an in-demand real estate agent sounds simple, but is harder than it seems.
How do your communication skills stand up?
What Are the Vital Communication Skills?
If you think returning calls and emails on time is the core of good communication, you’re partly correct. But there’s more to it than that. There are a lot of other skills that are a big deal to your clients.
Communication abilities to cultivate include:
- Verbal communication, including tone and choosing the right words
- Written communication, including email and social media
- Non-verbal communication, such as facial expression and body language
- Listening skills
- Empathy and emotional intelligence
If this list surprises you, you’re not alone. Many agents don’t realize that all of these are an essential part of the job – and a big part of why they are (or aren’t) chosen to represent clients.
Verbal communication isn’t just about returning calls on time, although that’s part of it. It’s also about what you communicate through the words you choose, the tone of voice you have, and how you deliver your message.
There are good time and bad times to deliver news, and knowing the difference will make you someone clients love to work with. It’s also important to have a good “bedside manner,” to borrow a phrase from medicine. Do you calm clients, or are your harsh and rough?
It’s also vital not to ever talk down to clients and make them feel foolish. Even if they have a silly idea, answer them with respect and gently share a better option. You should never be condescending, even though you are the expert.
Written Communication Skills
Expressing yourself in writing is an area many real estate agents struggle with. In writing, things like tone of voice and facial expressions don’t come through, so it can be easy to be misunderstood. Grammar, punctuation, and spelling can also be challenges.
In today’s real estate world, you can’t escape written communication. From social media to email marketing to writing listing descriptions, you simply have to master this skill.
The good news is that you don’t need an advanced degree or an education in literature. In fact, there are quick and easy ways to boost your writing skills every day. Take advantage of every opportunity!
Your body language and facial expression say things you would never put into words. You’ve got to be careful when you’re talking to prospect, clients, and colleagues to be very aware of what you’re saying without opening your mouth.
Even a quick roll of the eyes, sigh, or checking of your watch can make someone feel foolish or unimportant. If you’re someone who speaks unpleasantly through your body language, it won’t matter what you actually say. No one will want to work with you!
On the other hand, an open expression, facing the person who’s speaking, and other inviting postures can do a lot to portray empathy. A confident stance can give your listing presentation more authority. You can portray that you are someone who can be trusted without saying a word.
Listening and Emotional Intelligence
Learning to listen, really listen, can be one of the hardest communication skills of all. So often we’re lost in our own thoughts, thinking about what we want to say next, or disinterested in what another person says.
An incredible resource for learning to listen well is the book Just Listen by Mark Goulston M.D. The author shares how simply developing your listening skills can help you get through to everyone about anything!
Emotional intelligence and empathy play a big role in learning to listen as well. You have to honestly care about what someone is saying, and want to help them solve the problem their facing. Whether that means helping a prospect buy or sell a home or helping a colleague with tips for an open house, emotional intelligence makes you someone folks want to work with.
Ready to Communicate?
Of course, you don’t just use communication skills in person – your real estate marketing speaks for you as well! Make sure it’s professional, personalized, and perfect for your brand.