Get the culture, leads, accountability, and training you need to make $100,000+ a year selling real estate. Join Keller Williams
Today, I’m here to talk about a very important topic for real estate agents to understand: active listening. This technique can help you win listings using your words, and it involves two pieces: acknowledging and validating.
1. Acknowledging. This entails restating what you heard. An example would be saying something like this: “So what I hear you saying is you don’t want to overpay for that property”, or “What I’m hearing is rates are too high for you right now.” This may sound redundant, but that’s intentional. This brings clarity to the conversation and makes your client feel heard.
“Acknowledging and validating always go hand in hand.”
2. Validating. This allows the speaker to stabilize their feelings around a situation. You’re not agreeing with them or judging them; you’re simply letting the speaker know that you understand their perspective. Some examples include: “I understand that. I understand where you’re coming from. It’s perfectly normal to feel that way, and you have every right to think that.” This lets the individual know you understand their perspective.
Want to work with us? Here are some ways to get involved.
-
Book a one-on-one meeting to write a clear business plan to get more listings and sell them with less stress. Book a Free Call
-
Download your free copy of the Millionaire Real Estate Agent Download Now
-
Sign up for our free agent training newsletter right insights, tips, and Q&A to sell more homes with less work. Subscribe Now
It’s important to understand that acknowledging and validating always go hand in hand. When we acknowledge someone, we let them know that we hear them, and when we validate someone, we let them know that we understand them. You can use this technique in any relationship in your life but know that it’s very important for building trust with a client.
If you have any questions about this strategy, don’t hesitate to reach out. You can call or email me anytime, and I would be happy to help you.
