Communication with Clients is a Learned Skill
Getting to client motivation and commitment to you

Buying or selling property is a highly emotional process. People don't spend four times their annual income on a property because they need a roof over their head. They pay for something it means to them. Some emotional benefit.

It is the ability to discover those emotional needs that separate the real pro from the plodder. Most agents just ask how many bedrooms, baths, how much you can afford. Then off they go showing houses...hundreds of them.

Then they are disappointed when the person goes to another agent.

NAR tells us that one big reason people are unhappy with their Realtor is because they don't listen. At least that's the client's experience. The agent is probably listening, but is not hearing what the client needs them to hear. The emotional needs are not easy to uncover and express.

Hearing and getting to the emotional needs a skill. It can be learned, but it is not intuitive.

We call our Training Committing Communications™ partly because the skill creates the side effect of trust and relationship. It is from that trust the agent can ask, and expect to get, a committed exclusive relationship with prospects.