This One Time in Real Estate Season 2 Episode 33
People don't care about what you say until they know that you care. People also remember how you made them feel long after they've forgotten what you said.
You have to keep this in mind when interacting with clients, other agents, friends, family, or anyone in your life. Maybe you thought you made a great buyer presentation. But even if you said all the right things, it doesn't matter if you didn't make them feel valued and heard.
The worst question a buyer can ask their agent is: are you working for me or the seller? Conversely, the worst question a seller can ask their agent is: are you working for me or the buyer? Those questions illustrate that they don't trust you as their agent or think you care.
Some of this nuance comes from how you handle questions and objections. If you listen to your clients with your response in mind before they're even done talking, you're not actively listening to understand and meet them on their level. Don't be so anxious to respond that you don't even listen.
Sometimes people just need to be heard. You don't have to have all the answers for them. They need you to be in their corner. You have to learn to tell the difference. It's not about what you need, it's what they need.
