In driving around with buyers this time of year you hear about summer VACATION plans. Some may be scaled back this year with the exorbitant cost of gasoline. But the joke is always of yesteryear with the kids in the back seat pounding on Mom and Dad with that incessant chant of
ARE WE THERE YET??
Why are kids just so darn impatient? I've also wondered why it seems like driving home goes faster than driving to Yellowstone. Oh well, another day to ponder that one.
Which brings me to today's topic.
QUESTIONS
Have you ever thought in life how many questions you may have asked along the way? Are you still asking questions? Not dumb questions, but GOOD questions. The W's like who, what, where, why, when and the how? Those are the specific closed ended ones. I like the free form open ended questions. What do you think about that? How did that make you feel? Just pepper your listener with questions and control the conversation.
In real estate it is good to get a good handle on questions. It helps in learning, discovery, putting it all together. More than just how many bedrooms and baths. How about lifestyle? Where will the family likely be in five years? More children? Retiring? Expanding the back of the house with a pool or deck? Maybe need a house with some more land.
It can probably be correctly thought that the question is even more important than the answer. But it takes keen listening up front before you can formulate the question and it pops out so naturally.
Listen well. Then ask those GREAT questions. Think about Rosa Parks on that bus where they told her to move from her seat or be arrested. She refused and was arrested. As she was taken off the bus she asked, "Why do you push us around?" And the world changed from that day forward.
Be a good questioner, and change the world one day at a time.
Gary,
I read recently that asking questions is what we need to do more of.....he/she who asks the questions has greater control over where the conversation goes and when you're trying to find out things about people, this is what you want to do. Of course, you have to listen empathically too, in order to fully understand the feelings behind the answers you receive.
Jo
Gary,
Through listening we are able to get to know many of our Client's so well that I am able to do the very best for them....
I am always teased that I have so little to say....yet I always feel I need to listen to what is being said, then THINK about my response.....better to keep my foot out of my mouth....there are too many who do not, LOL.
Gary,
Those kinds of questions will definitely get you far. And when you use them consistently, you'll be surprised at how people will remember what a great conversationalist you even though you've just asked a few good questions.
How does that make you feel??
Gary~ Asking the right questions and listening is KEY for sure. I recently had a client referred to me and their biggest complaint about their agent they had used was that she "didn't listen to them"....
Thanks, thanks, thanks- you are like a little birdie, always whispering something in my ear. How about that for an analogy, Mr king analagizer!
Jo: You are right. Sometimes with continually asking questions and listening the other comes away thinking it was the best conversation they ever had,yet they did all the talking.
Dan: You must have give great, brief focused questions.
Nancy: Open ended questions allow an outpouring of information. Well said.
Vickie: Often the reason they are not listened to is because an agent constantly talks. It seems to me the client should be the one who almost always should be constantly talking.
Judy: A little birdie, huh? See, you're pretty good at this analogy game too :)
The ability to ask open ended question and truly listen to the answers are valuable skills.
I'm with Rosario, very valuable skills. It's something that comes naturally for some but others must really cultivate the ability to ask and then listen. Asking open ended questions is such a wonderful way to get conversations started and get over "awkward" moments.
Rosario: Absolutely true.
Colleen: I like your term "awkward" and how the open ended question can just let people explain at their own pace and kickstart conversations. I have a funny one on feelings. "So how did you REALLY feel?"
Gary, I'm afraid some of us question too much and get ourselves into hot water or into another JOB! Sometimes we need to keep our mouths shut, especially if the question is "Are there any volunteers?"
Barbara: You always give me great perspective; the other side of the coin. In the military they say never volunteer for anything. Excessive questioning has gotten me into trouble. Curiosity killed the cat you know.
Gary- Great reminder here! My hubby says we have 2 ears and one mouth for a reason, we should listen twice as much as we speak. However, we must speak the correct things. The questions are important as the means to the answers we need to do out jobs well and have satisfied clients.
Asking questions is a great way to get to know your buyer and understand what their needs are, great information Gary!
Hi Gary,
You revealed a revolutionary truth!
Transformation transpires when we ask profound and penetrating questions.
Yes, good questions do change the world, one day at a time. Thanks for another fine blog. Lu
Vanessa: I have always liked the point you make about the two ears and one mouth.
Patricia: If we only talk enough to get the questions out, that's all we need to do.
Dan: It's all about making change happen. Right you are.
Lu: Be the change Lu, I know you are.