The tone, volume and inflection of our voice affects 38% of how we communicate. How can we use this to our advantage? What tricks can we use to build better rapport and be more convincing? And how does being a good listener benefit us? Trainer extraordinaire Dr. Debra Dupree returns to Real Estate Uncensored with her top tips on improving your communication strategies.
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Takeaways + Tactics
To build good rapport, focus on listening rather than speaking in your communication.
Always pay attention to body language as it can sometimes speak louder than words.
Use open-ended questions - that way you can identify what the client's goals and expectations are and whether they match yours.
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We started off with discussing a bit of Dr. Dupree's background and how she got interested in the science of business communication. We then discussed our favorite resources for improving communication. Dr. Dupree gave some helpful advice on good opening lines to initiate a conversation. We then discussed the persisting problem with decreased attention span and how we can go around this in our communication tactics. We also mentioned the new training course with Dr. Dupree The Introvert's Guide to Sales Success, which is now available to access. Dr. Dupree also discussed the power of good listening and how it can put us one step forward in a conversation with someone new. Towards the end, we went over the five ways to promote the authentic you and agreed that spending your time wisely and knowing your own communication style is key to success.
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We also discussed;
Applying communication theory to cold calling Breathing techniques for increased rationality The importance of the BEACH acronym Honoring the other rather than demeaning yourself as a winning tactic Overcoming the fear of rejection Silence as a powerful negotiation tool--------------------------------------
Knowing the basics of communication theory is a key skill, not just for real estate, but for any professional or personal aspirations as well. If you don't express what you're thinking correctly then you risk forming the wrong relationships, or being misunderstood. Avoid these situations by building trust and rapport. By engaging in thoughtful probing and active listening, you engage with the person you are speaking to and they know they can trust you from that point on. For a real estate agent this is especially important, seeing as we are a part of what can sometimes be a turning point in a person's life. Your listening skills will be put to the test with every client you meet and you need to be ready. Keeping communication open and honest leads to easier deals and, ultimately, to a more pleasant experience for both the client and the agent.
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Guest Bio- Dr. Debra Dupree is an acclaimed speaker and author in the field of business communications and psychology. She's the president of Relationships at Work, Inc. and she actively goes out of her way to look for people in trouble. She helps her clients recover from trauma and drama and leads them onto the way of self-discovery beyond their past. Dr. Dupree also works with leaders at all levels - entrepreneurs, small business owners, and managers. She helps people from all walks of life to grow themselves and their companies by building psychological safety. Find out more about Dr. Dupree and Relationships at Work, Inc. at www.relationships-at-work.com
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