There are some things in life that shouldn’t be taken easily. And for one reason or another, home selling is one of them.

Crucial to any home selling is the planning that occurs prior to it. It must start from building the structure. Even if you have no real intention, you must already preset in your mind the idea of selling your home. You must design it in such a way that your house would welcome buyers without prejudicing your own interests. Remember that to be able to do this you will need extra measures that would supply over all effects without disregarding your personal touches.

Apart from what has already been said, here are some of the tips in home selling:

Enlist the help of a real estate agent. He must be qualified enough that he could sell your house at the best possible price. However, the degree of qualification varies in your own judgment. For example, you want your agent to have a good background on your neighborhood. This component will help him give a more realistic price on your property.

And knowing the best price in your house is one good trick. Why? Because both you and the buyer will be justified in the price you have set. While it is your intention to get the highest pay for your property, you must also learn to protect the interest of your buyer through getting around the possibility of marketing your house in a much higher price.

Besides, quoting an unreasonably high price would inhibit your buyers from checking in your house. Offering a too low price, however, would put you on the down side. This will always be lose-lose situation since commission and tax payments would decrease your sale value.

Be informed on the structure of commission. After you have found an agent, you must start constructing the listing agreement. This is a form of contract that covers all specifics and other relevant information such as restrictions. Ensure to it that all dealings are transparent.

There are agents who request to have exclusive listing on the property. This only suggests that he is the sole broker and that you would not hire other brokers apart from him. To refrain yourself from being caught into bad situations, it is best that you limit your contract only in a span of 3 months so it would be easier for you to find other agents in case your initial choice didn’t turn out well.

The usual commission rate is 6% of the total price of the house. However, you can change the arrangement depending on what has been agreed upon.

Know the best timing for selling your house. Search for facts that would give you details regarding the length of time homes in your neighborhood stays in the market. This way, you can judge when is the best timing to put your property in the market.

It is important that your agent guides you in all dealings. Say fro the bids, he must give you knowledge on who to answer bids and the contingency clauses integrated in the bid.

You see, it all lies in your choice of real estate agent. You must find one that has the best caliber. It is not enough that he just know something, he must know everything. And when we say everything, it should run down even to the finest details the business has.

Mario Churchill is a freelance author and has written over 200 articles on various subjects. For more information on selling houses fast checkout his home selling tips.

As a Professional Home Stager serving the Orlando and Central Florida area, I have ample opportunity to view homes and observe what to do, and what not to do to sell your home. Below is a list that outlines the three biggest things you need to be aware of when preparing your home for a sale.

1. De-Personalize-Remove all items of a PERSONAL, RELIGIOUS, or POLITICAL nature. This means family trees come down, as do flags, framed pictures of the last supper, all of the framed family photos as well as pet photos. Your wedding photos, baby’s photos and last year’s family reunion all need to be packed up and stored until you reach your new home.

This is done to remove any negative feelings that could be stirred up by religious or political items. Remember, these things are near and dear to your heart, but they may not be to the potential buyer. It is best to keep these items tucked away as to not hurt your own chances to sell your home. You don’t want to be remembered as “That house that had all Jewish stuff in it.” This is an example, by no means am I putting down the Jewish people. Again, remember, it may be your home now but the point is for a potential buyer to come in and feel at home so they will make an offer. The same holds true for personal memorabilia. As much as you are proud of your child’s soccer abilities, the buyer doesn’t want to see that, nor do they want to see your wedding pictures and your six-year-old child’s baby photos. They don’t want to feel that they are visiting your home, but rather they could envision moving in and feeling at home themselves.

2. De-Clutter- I cannot stress this enough-cluttered homes look messy and dirty, even if they are not dirty! Clutter is an overabundance of stuff that usually doesn’t have a proper home and therefore gets shoved wherever it will fit. Do remove all personal toiletries from the bathroom counters as well as any prescription medication and cleaning products. This room should feel like a spa soothing and relaxing, not counters covered in toothpaste, kids bath toys, makeup and perfume bottles. Sadly, this is what I see a lot of!

Do not use a guest bedroom or office as a dumping ground! Streamline and remove anything that does not belong. Nick-knacks are what I think of immediately when I think of clutter. Tiny figurines, kitchen counters filled with canisters, appliances, dishes, plants all taking up valuable counter space. Clutter will kill your sale every time. Statistically 93% of buyers cannot see beyond bad décor, clutter, dirt, poor color choices and the like. Literally box stuff up, throw stuff out and try to make your home look more like a model show home for a few weeks rather than the really lived-in look.

3. Curb Appeal- Really I should have listed this one first because if a buyer doesn’t like the look of the outside of your home, there is a good chance they are not booking a showing to come inside! Sometimes less is more, so if you have lots of bushes and trees making your home look dark, creepy and unapproachable, you might want to call a tree service to cut them all back. Likewise, if you have not greenery your home will look boring and bare. Invest in 2 large urns and fill them with colorful flowers. You can have some cascading down the side. I recommend having one on each side of the front entry door and if you can, place a filled urn on either side of the garage.

Make sure your grass is cut well and edged and that all hedges are trimmed and even. If your grass is looking less than green try planting some grass seed all over and water well with Miracle Grow fertilizer. In less than 2 weeks new green grass will grow through. If it is a burnt patch, get out the green spray paint! I’m not kidding. In addition to this if you have a porch, add a park bench or 2 wicker chairs and a small table in between creating a cozy ambience. Don’t be afraid to use lots of colorful flowers and remember to water religiously!

Part of curb appeal is not just landscape but it is also the appearance of your home. Pay attention to the condition of the paint on your front door, shutters, and garage door. If it needs to be repainted, sand it and give it a fresh coat! You could also add a simple but stated wreath to the front door and of course a welcome mat.

**One Last Tip!** When having your Realtor take photos to display for the website and/or MLS, ask to check them out before they are posted. Sadly, the majority of photos I’ve seen are less than enticing. You want to look for photos that are light, bright and show the warmth of your home. I see photos of shower doors and small corners of a bedroom and terrible yard photos. You might think, well my home shows better than the photos so who cares. Well, you might care if you knew 75% of all homes purchased were viewed online first! What does this mean? You’d better have some darn good photos to get those buyers in for a look!

Karla Davis is the President of Florida Home Staging & Redesign. She is a Home Stager, Professional Organizer, Interior Re-designer, as well as Public Speaker. She specializes in Staging and Organizing homes, office spaces and has over 10 years of experience and success within inside/outside Sales and Marketing. Karla is also the wife of Author, Paul Davis and is currently writing two books of her own. Karla’s life mission is to positively transform the homes and lives of everyone she meets.

Please contact Karla for your Home Staging, Interior Redesign, or Professional Organizing needs at:

Karla Davis
Florida Home Staging & Redesign
Professional Home Stager
P.O. Box 684
Goldenrod, FL 32733
Tel: (407) 284-1705
Karla@FloridaHomeStager.com
http://www.FloridaHomeStager.com

Home Staging for the Serious Seller!

http://activerain.com/floridahomestager

Ever thought how to remind someone of the houses they visited that they liked? For any sales person, getting someone to imagine themselves with the product is vital to getting a sale. For example, auto sales people always want to put you in the car. Here’s a way for you to do this after they’ve seen the home. As a realtor, your challenge is once they go home. While they’re in the house, they like it, but after they leave, they start to forget what they saw.

What if, while they’re in the home, you take a digital photo of them in their favorite room? Maybe they love the kitchen. Take a picture. I bought my current home because I loved the kitchen. I have a 100 year-old house, and re-modeled kitchens were few and far between in my price range.

Now what to do with the photo? There are a couple of things. Download the photo to a card or a post card. Send them the card. You’ve now accomplished two important things:

- You’ve followed up in a unique way.

- You’ve put them back in the house.

What a great way to be back in the moment.

If you don’t want to use the above method, send the photo in the mail. It’s not as eye-catching as a personalized card, but will accomplish your purpose.

I coach realtors all the time on the importance of being different in the eyes of the customer. With home prices where they are, many buyers are skeptical of what you do to earn your fee. The more you try to stand out from the crowd, the easier it will be to get future referrals. If customers don’t feel appreciated, they’ll never refer any business your way.

Take a little time, expend some effort. It will serve you well in these rocky real estate tiems.

If you’re not familiar with how to send photos in cards, please visit http://www.uniquefollowup.com.

Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world’s most respected companies…..General Electric, Pitney Bowes and Bombardier Aerospace.
She takes a ‘real world’ approach to all sales topics. ‘Successful sales people are experts at having conversations with customers. If you can empathize with people, create an environment of trust and really listen to their concerns, you’ll be a top sales performer.’ More importantly, you’ll be able to develop long term relationships with your customers.
Susan has successfully sold to CEO’s, High Net Worth Individuals and celebrities. Twenty one years of talking to customers has give Susan a unique perspective on how to build a sales presentation that connects with your customers, and compels them to buy.

If you are looking for mortgage note buyers on the East Coast, you’re not alone. The East Coast has always been an area with higher education levels than the rest of the country, which translates into higher incomes and, consequently, higher real estate property values.

Many pieces of real estate, whether it be your residential home, or a commercial property, are sold via seller financing.

Seller financing is a powerful way of selling real estate because it opens up your property to a larger segment of the market since there is no bank involved. The seller carries the note, and receives payments. The seller also assumes the risk of the note, which includes the payor of the note defaulting.

Many circumstances can arise which will cause a note holder to look for a mortgage note buyer on the East Coast.

Maybe you want to fund a new business venture. Maybe you need the money to put a child through college, or you have a medical emergency. Perhaps you are just sick of the hassle of the endless paperwork you are required to keep on your note. Or maybe you are just worried constantly because you have to live with the risk of being the note holder, and know that the person making payments on your note could default at any time.

Professional mortgage note buyers on the East Coast may be interested in buying your note. Just make sure that you indeed have a mortgage note to sell.

One common mistake people make is to look for a mortgage note buyer on the East Coast when they don’t even have a note to sell! What we mean is that many people are actually trying to sell their property and relieve themselves of the mortgage they have with a bank.

The true way to determine if you actually have a note to sell is to just follow this simple test: if you are receiving payments on a note, then you have a potential note to sell. If, on the other hand, you are making payments on a note (such as to a bank on a mortgage) then you don’t have a note to sell; you have a property to sell.

Having said this, if you are serious about finding a mortgage note buyer on the East Coast, you should be aware that location is not an issue. You may think that since you live on the East Coast you can only do business with a note buyer who is also on the East Coast. This is simply not the case.

A professional note buyer can be located anywhere in the country and be able to buy notes anywhere in the country as well. A phone, fax, and proper documents are all a note buyer needs to be able to buy your note.

So, rather than get hung up on the notion you need mortgage note buyers on the East Coast, you should be instead shopping around for the most competent, knowledgeable note buyer who will explain your options clearly and make a strong offer for your note.

A competent note buyer should be willing to discuss your note for free. They should offer a no hassle phone consultation.

Getting top dollar for your note is important to you, as well as a fast closing. Only a professional note buyer who has been buying notes for many years can give you that kind of service regardless of where they are located in the country.

Jamie has been working in the finance industry for many years and is a contributing editor to http://www.selling-your-note.com. Find a mortgage note buyer on the East Coast or anywhere in the country on our site.

You can sell mobile home note payments for a lump sum of money if you are need of immediate capital for an investment, a purchase, a high-interest debt, or other financial expenditure. There are professional note buyers who can purchase your notes in their entirety, or just a portion of them…whatever works best for you.

Many people enjoy the steady income that comes with a set monthly installment plan. But often, either right at the beginning or somewhere down the road people are in need of money in the short term. At this point they might wonder: will my mobile home notes sell? The answer is absolutely, and it is much easier to sell mobile home notes than to get a loan from a bank or other lending establishment.

The best part is you don’t have to sell the entire instrument. Let’s say you have a $100,000 note, but you need $35,000 for a new car or a wedding. You can sell off just $35,000 worth (however many months that works out to be) and keep the rest of your note intact. So you can also sell mobile home note payments as a split, getting cash for half of each month’s payments and retaining the other half.

A qualified note buyer will go over all of your options with you, so you can decide which you like the best. You may decide to sell the entire note for a large lump sum, or sell what’s called a partial for a smaller sum.

How much will your mobile home notes sell for?

That’s a good question, and the quick answer is, it depends. There are a number of factors the buyer will take into consideration, including the balance remaining, the time period, the interest rate and the financial stability of the person or entity making the monthly payments, known as the payor.

Using these criteria as well as a few others, the note buyer can come up with a valuation for your mobile home paper. Keep in mind that it has to make financial sense for them as well, as they are taking on the risk of holding your note, oftentimes for a number of years in an uncertain inflationary environment.

If you’re considering selling mobile home note payments, make sure you find a top note buyer with a good reputation and a lot of experience. Someone who has been in the business for a long time will usually offer you the best rates and most options.

Jamie has been working in the finance industry for many years and is a contributing editor to http://www.selling-your-note.com. Find out if your mobile home notes sell from a qualified note buyer and learn about other debt instruments on our site.

When selling a house that needs a lot of work there are many options that you can do to get someone to want to buy it with out fixing it up. It is not recommended that you sell a house that needs work if you have the money to bring it up to date yourself. The reason for this is if you can do the work yourself most of the time it will more than pay for itself. Not fixing up a house you are going to sell should only be done if you have no other option. One way you can sell a house that needs a lot of work is a land contract.

A land contract is when someone who wants to buy a property puts up something for collateral for control of the property for a predetermined amount of time. Throughout this time the owner receives
small monthly payments. The person who has temporary control must meet the benchmarks and payments to keep control of the property until the predetermined time. When the predetermined time comes around, it is up to the person who has temporary control to choose if they will take full control of the property or opt out if the property is not what they wanted after all. If they chose to opt out or not they get full control of the collateral they used in the beginning. If they chose to take control of the property usually there is a small down payment.

When doing this method you should put every last detail in writing and have the person sign an notarize it, or you can get a lawyer to write a contract for you. This will make sure every one sees eye to eye on everything. When using this land contract one of the benchmarks you can put is thing that needs to be fix on the property. When using benchmarks you must be specific on what you will want to be done and how much time the person has to accomplish it. By doing this if the person opts out the house will be in better shape than it was before the deal. Land contracts are a good way to sell a home that needs a lot of work, and if it’s done right it can be a win win situation.

A good web site where you can see more information on topics like this is Real Estate Facts which is highly recommended. Thank you and enjoy.

As a Home Stager serving Orlando, Central Florida and surrounding areas, I have never seen so many vacant homes! Without a doubt the majority of my incoming requests come from Realtors and Sellers of vacant properties. The market has changed which means you need to set your home apart from your competitors!

At a time where many sellers currently own two properties, are paying mortgages for both and are eagerly looking to sell, there is no better time to get your home staged. The purpose is to bump your home up several notches with “wow factor” to allow buyers to fall in love with your home and say, “This is the one. I love it!” and get your home sold quickly and for top dollar!

Vacant property sellers are not alone, occupied homes experience the same issues but there are different factors taking place, so I want to focus on vacant properties today. Imagine you are a buyer and your Realtor has pulled up to a home you are about to tour. You’re excited that this could be the one after all of your searching so you eagerly walk through the front door to find empty walls and well an empty house! Every room you look at is a blank canvas which some might say is a good thing. Well, did you know that statistically 93% of buyers cannot see beyond the bare walls and empty rooms?! That means the vacant home will spend much more time on the market and will not likely get the asking price, only to get caught up in price reductions as a result. The other problem is that potential buyers will see that the home owner is desperate to sell and will almost always submit a lower offer, not helpful for the seller!

Why is this? Well, there is something to be said about a clean and fresh space that is warm, inviting and homey. Empty homes lack that very warmth, hominess and inviting feeling that buyers are looking for! Do you ever notice that when you walk through a model home, it has a certain cozy feeling that gets you all happy and excited and your brain starts working away on all of the possibilities that this home could mean for you…maybe it is room for a family, maybe it is more space for a newly married couple, or maybe it is the feeling of a more upscale neighborhood. Whatever the thoughts are, the empty home simply doesn’t convey those.

What do you do? Like many other homeowners of vacant homes, you get it home staged! What that will mean is you will work with a Home Stager and they will get in touch with their furniture rental company and select the appropriate furniture for all or key rooms in your home. They will set up vignettes with props, flowers, art and décor that will provide the cozy feeling that buyers crave. This will allow the potential buyers to better envision where they will also place their furniture if they chose your home. The restored warmth sets it apart from empty homes they have been shown.

Is Staging Expensive? Home Staging is almost always lower than the cost of the first price reduction. With the $20-$30K first time price reductions I’ve seen in Central Florida, you can’t afford not to stage your home! The price is dependent on the size of your home, number of rooms and the amount of furniture and props required. This can range from a few hundred dollars in an occupied home up to a few thousand dollars in a vacant home. At Florida Home Staging, this is based on our hands on design time, accessory and furniture selection and rental of it, and of course our expertise. Our goal is to help you get your home sold with the least amount of money invested. We will work with you to use any furniture or props that you may want to incorporate.

Why Can’t I stage it myself? Well, it is the same reason you don’t drill your own teeth and choose to visit a dentist, because doing it on your own provides painful results and it is not your area of expertise! Home Stagers know exactly what buyers are looking for and work accordingly. They know market trends as well as décor and design trends. We specialize in color consultation, de-cluttering, furniture placement and re-arrangement as well as pointing out key repairs and making curb appeal recommendations. You only have about 15 seconds to make an impression, make sure it is the right one!

For questions regarding your vacant property or Florida Home Staging & Redesign, contact Karla today.

Karla Davis is the President of Florida Home Staging & Redesign. She is a Home Stager, Professional Organizer, Interior Re-designer, as well as Public Speaker. She specializes in Staging and Organizing homes, office spaces and has over 10 years of experience and success within inside/outside Sales and Marketing. Karla is also the wife of Author, Paul Davis and is currently writing two books of her own. Karla’s life mission is to positively transform the homes and lives of everyone she meets.

Please contact Karla for your Home Staging, Interior Redesign, or Professional Organizing needs at:

Karla Davis
Florida Home Staging & Redesign
Professional Home Stager
P.O. Box 684
Goldenrod, FL 32733
Tel: (407) 284-1705
Karla@FloridaHomeStager.com
http://www.FloridaHomeStager.com

Home Staging for the Serious Seller!

http://activerain.com/floridahomestager

Generating your Own Real Estate Leads is relatively simple, even in this competitive market.

What do you need to get started?

Besides motivation, which I am sure you have plenty of, a good tool to have, actually the best system I know is the 800 number with a call capture feature.

Yes, the $297 initial investment is a little steep, I agree, but if you look at the long view this will be with you for years to come. How much do you now spend on Real Estate Leads? Do your marketing dollars have the lasting power that a call capture number has? In the long view it is a real bargain. Especially when you add up all the tutorials and scripts that are included in the price.

How much do you now spend on marketing?

Most of the agents in my office plan an annual budget for their marketing purposes. Those with good, sound marketing strategy seem to generate more real estate leads for their dollar than those who are always walking the “budget tightrope”. The return on any marketing investment you make should be relatively high, as it is with an 800 number for call capture system.

vDo your marketing dollars have the lasting power that a call capture system has?

Do you spend marketing dollars on ads, or flyers, or postcards? Are they generating many real estate leads for you? Have you placed an 800 call capture number on them? If not, your efforts could be down the drain. If your marketing material has your own unique 800 number, with your personalized message for each different instance, the system will record the incoming phone number, even without caller ID, of any prospect calling you. Simple.

An 800 number for Real Estate Leads is the most versatile tool you can use. Not only is it a necessity for all your print advertising and newsletters, but also when you place a sign rider

on your listing, including your toll-free number, the drive by real estate shopper is more apt to call. You can expect to get calls from neighbors thinking about listing their own property, too.

The unique benefit of the particular 800 number that I use is that is a call capture system. What that means, is that it “captures” the phone number that is calling it, and records it for my use. Yes, even blocked numbers. The beauty of this system is that you need not to worry about the do-not-call list, because they have called you! (Permission granted).

So what is special about my 800 number?

The system that I have used for years allows me to record unique information for the caller to listen to. Up to 1000 different messages! Those messages might be specific information on a particular listing, a message regarding a seminar in the works, or any information that relays my unique position and how it pertains to their particular position.

In a study done by real estate marketing analysts, they found that 83% of the American public said that they would rather listen to a recorded message before making the decision to talk to a sales person.

Isn’t that statement true for you, too?

When using this system you will be alerted to the incoming call, it can be routed to any number that you choose. (I like to use my cel phone because it is always with me, and I can respond to the lead while they are still hot).

Now, armed with specific information that meets your lead head on, you can address this prospect’s needs. In this way your new real estate lead learns to trust you. They become interested in working with you because you have listened to their sole need … and taken action to help them. In essence, you have become their trusted friend.

How often have you seen another real estate agent get a “lucky lead”? Is it really luck, or do they have a reliable system that works for them? Don’t be afraid to ask the successful agent
their “secret”.

Chances are it is not a secret at all. Most good salespersons are willing to share with you what works for generating your own Real Estate Leads, even in this competitive market. Just as I have shared my “secret weapon” with you today.

Betty Ziegler offers a free downloadable e-course where you can experience the benefits of 800 number system at
http://www.information-valley.com/800numberforRealEstate.html

For more Real Estate Marketing Ideas and Freebies log onto

http://www.information-valley.com

Authors Email: B@Information-Valley.com

It seems that everyone has considered a career in real estate at one time or another. If you pursued this career, are you still licensed? Have you achieved the success you wanted? Many people enter this field as a licensed real estate salesperson and expect success to just happen. To have a long-term career, you need to work hard and be proactive. There are some tips you can follow to succeed in your real estate career:

Create a Solid Business Plan - As a real estate salesperson, you are essentially in business for yourself. You might work in a brokerage, but it is up to you to generate new business, market your services and set a plan in motion. Determine what your goals are, how you plan to get there and the resources you need to make it happen.

Work with a Strong Team of People - To close a transaction, you need the assistance of a team of people (buyer’s agent, listing agent, lender, inspector, appraiser, etc.). You will be in a position to refer your clients to these people. Make sure that they are reliable, accurate and fair. If you make the buying process smooth for your clients, they will be more likely to use you again and refer your services to other people.

Use the Right Tools - It is worth every penny to invest in your career. In addition to licensing fees, you’ll want to build a website, generate leads, and more. Do everything you can to project a professional image. These tools are going to cost you some money - make sure you set a budget and stick to it. While you want the right tools, you don’t want to go broke trying to get them. A good rule of thumb is to have three months worth of savings available to cover your costs.

Marketing, Marketing, Marketing - Most brokerages will provide you with some inbound leads. However, you need to do some additional work of your own to get your name out. Don’t be passive - your extra efforts can give you the advantage you need. Spending only in newspapers, magazines, etc. can be somewhat effective. However, seasoned real estate professionals will tell you that referral business is marketing that really works.

Choose a Brokerage that Fits Your Needs - This requires some research. Don’t just choose the one that offers you the first job. There are many reasons that go into selecting a brokerage. While pay, location and reputation are important, you should also make sure that the brokerage is willing to work for you. Make sure the broker is willing to support you in your new career and provide you with the encouragement you need. Determine if there is a training program, incoming leads, low turnover etc. A supportive atmosphere can go a long way in helping you build a solid career.

It takes time, energy and effort to develop a real estate career. To be a successful real estate salesperson, you need to take an active role in your career. If you follow the above tips, you will have a greater chance to succeed in this exciting profession. Proper preparation and action can result in a long-term, rewarding career. Make your real estate license work for you!

Heather Brunson is a lead marketing writer for a Texas real estate license school - Allied Schools. She has a B.A. in Journalism with an emphasis on public relations. She has additional experience in technical writing.

One of the most difficult and uncomfortable parts of the home buying experience is when are clients and prospects make an objection or a statement that implies something is less then perfect. The toughest parts of objections are that they always seem to catch us off guard. It always seems as though everything is going well, and out of nowhere we get blindsided by a particular negative sounding comment that knocks the wind out of us.

When moments like this come up, do you ever feel like your brain freezes up and you cannot think of anything to say? Then it gets somewhat awkward and uncomfortable when in your moment of having a brain freeze, there is a moment of silence. As you scramble to think of something clever to say to react to their comment, your demeanor is now more shaky and less confidant which in turn is less believable. All of the sudden your control and the momentum that you built throughout the process have come to a screeching halt. This is not a good feeling, but I have good news for you, it isn’t your entire fault that overcoming objections is one of the hardest things to do.

The reason is because handling objections require a skill that isn’t readily taught in schools or in training classes. That skill is listening.

Think about it. When you were in your formative years and developing your reading and writing skills in school, did you ever take a listening class?

It’s funny; statistics show that we spend about 80% of every day listening, yet we have never been properly trained to do so effectively.

Dr Stephen Covey has been quoted as saying, “seek first to understand, before being understood.” What he is essentially saying is that before we can help someone and find a solution to their needs, we need to understand their real wants. Think about your doctor, one of the very first questions they ask is, “how are you feeling?” or “where is the pain? “What does it feel like?” These questions are used to determine what your symptoms are so that a proper remedy or diagnoses can be made. Your doctor can take the answers to these questions, then determine which tests need to be taken to get more answers.

This is the same principal that should be used when trying to help your client find the home that they need.

Studies show that listening takes place in several different ways. If you thought the previous statistics were startling, wait till you read these.

Listening within the numbers

7% of listening is done through verbal communication.

38% of listening is done through tone of voice.

55% of listening is done through body language.

At first glance, these numbers are difficult to comprehend. After all, how can verbal speaking only account for 7% of how we gain understanding during communication? When you really stop and think about though, these numbers make perfect sense.

Have you ever been speaking with someone, perhaps a spouse or a significant other, and not really been interested in what they were saying. Did you make less eye contact and just give short answers like “okay” or “uh-huh”? Perhaps you were distracted by the television and you just nodded. What kind of message do you think you were relaying to that person? Do you think they felt neglected or that they were not very important to you?

In the business of real estate, this happens very frequently as well. Think about a time where you asked your potential home buyer a question about what they are looking for or what kind of needs they require in a new home. When they began to answer, were you listening to each word in eager anticipation or were you waiting to speak again? If you were waiting to speak, you may have just missed the key detail that would have propelled you into making the sale.

Ineffective listening is one of the most frequent reasons for mistakes, misunderstandings and losing current clients. The inability to effectively listen sends the message that your client is not that important to you.

Curt Fletcher, is the author of several books about increasing your likability, selling homes, creating success, and improving your life. His goal is to help people gain confidence in their own abilities and maximize their full potential in creating success, wealth and happiness. To book Curt for a meeting, conference, or event, contact Curt Fletcher Success Strategies via email curt@thelikeabilityguy.com

http://www.thelikeabilityguy.com/