Real Estate Communication “The Secrets” of becoming a better listener and speaker in real estate

The Four Levels of Conversation

Level One: Small Talk

Small talk is sometimes but not always, superficial conversation about the weather, the traffic, current events, school drop off and the like. Some people think it is purposeless, but it isn’t. This is your chance to size up another person and decide whether you have something in common. You don’t know the other person and you aren’t expected to reveal anything personal about yourself.  It is about getting a “feel” for them, creating a connection and is usually part of our first impressions.

Used during: Networking, social events, visitors to an open home, school drop off/pickup, que at the café or supermarket, a first time meeting.

Level Two: Fact Disclosure

Should the small talk phase go well, we are ready to move onto the second level of communication with our conversational partner. It maybe straight after small talk, or the next occasion. This time we will reveal a few facts about ourselves to the other, such as our occupation, our hobbies, sales experience. Now that you are revealing a bit more about yourself you may find more you have in common. There is give and take in this conversation as you ask and answer questions with your conversational partner.

Used during: Networking meetings and events, serious viewers at open homes, auctions, coffee catch ups, the start of an listing presentation.

Level Three: Getting Specific; Viewpoints & Opinions 

Conversation(s) at this level starts to get personal and relvealing. You may even venture into areas as politics or religion (but be cautious). The general rule is “low and slow,” don’t reveal too much too soon. You maybe asked your opinion on the market outlook or interest rates, it’s important to choose your words carefully when expressing opinion over fact.

Used during:  Monday phone calls; Listing Presentations, sales negotiations, open home feedbacks

Level Four: Personal Feelings

This usually doesn’t come until you feel very comfortable with your conversational partner. The surest way to get here is to not reveal too much too soon. It usually takes a lot of conversations with someone you feel very comfortable with before you progress to level four.

Used during:  social situations, post-sale, personal relationships.

Being aware of these levels of conversation can help you judge how your relationship with a vendor or purchaser is moving forward.  By following their lead you will make them more comfortable.  You can switch levels and give them the information they need more quickly and therefore create rapport. A sales consultant that is “easy to talk too” is more likely to make a sale.

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