Once you’ve earned your North Carolina real estate license, there are many skills that will help you launch a successful career. Communication is one of the most important skills for new real estate brokers to master. Communication leads everything that you do as a real estate broker, whether you’re explaining the buying process to a first-time home buyer, negotiating an offer for a seller, or marketing to prospects via social media or your website.
Here are six tips to help new real estate brokers master communication.
1. Consider your body language
Picture this: You’re in the middle of negotiating the sale of a North Carolina home, and you’re representing the sellers. You tell the buyer’s broker that your clients are open to discussing the offer, but your arms are crossed and you haven’t made eye contact yet. You might be saying that you two can move this deal to the closing table, but your body language is saying otherwise. Remember, you’re constantly communicating, even when you’re not talking.
2. Share your stories and experiences
When you share stories and experiences with your clients, you’re engaging them and building trust. You’re letting them know you’ve “been there, done that” and have the experience and knowledge to guide them through that same experience. You’re also engaging them and bringing them into the conversation.
3. Listen, repeat, and question
Being a good listener is key to communication. Ask questions, and paraphrase what the other person has just said. This shows you’re interested in what they have to say and are paying attention. It also helps clarify any points that you may have misunderstood.
For example, if your buyers are telling you about their grandmother’s neighborhood and why they love it so much, you might say: “So to recap, you love your grandmother’s neighborhood because it has lots of great amenities. What are some of the specific amenities you’re looking for?”
Listening, repeating, and questioning the other person can help keep everyone on the same page.
4. Don’t be distracted
Put away the cell phone, stop answering emails, and focus on the conversation that you’re having. In today’s technology-focused society, this is a common pitfall that new real estate brokers should avoid. It can be hard to step away from your devices, but effective communication in a face-to-face setting depends on it.
5. Be brief and specific
Keep your emails short and sweet without leaving anything out. Be as concise and specific as possible. That goes for oral communication, too.
6. Make eye contact
Good eye contact is another important skill for new North Carolina real estate brokers to learn. It can feel a bit strange to look people directly in the eye. But Dale Carnegie, author of How to Win Friends and Influence People, cites several studies that show making eye contact conveys truth and honor. In some cases, over-use of eye contact can unsettle the other person. Do make direct eye contact now and then, but don’t take it too far.
7. Identify the best mode of communication for each client
You may prefer to use email to communicate with clients, but your client may prefer a phone call instead. At the start of your client-broker relationship, ask the client their preferred mode of communication: phone calls, texts, emails, or in-person meetings.
Keep in mind that practice makes perfect. The more practice you get working with buyers, sellers, real estate affiliates, and others, the easier it will be to communicate effectively. Good communication takes practice, but it’s well worth the time and effort. Enhancing your communication skills will improve not only your North Carolina real estate career but also your life.