Chapter 1: The Pitfalls of Over-Talking

Are you inadvertently sabotaging your sales opportunities?

It’s possible that you might be talking too much during crucial moments. If you’ve ever found yourself on the brink of securing a major deal only to have it slip away, excessive talking could be to blame. This issue isn't limited to real estate agents; it can affect anyone involved in sales—whether promoting your own services or those of others. Being aware of how much you speak is essential.

Why do we over-communicate? What signs should you look for? And most importantly, how can you curb this habit?

First, let’s clarify that this isn’t about narcissism. If you're not someone who thinks your words are more valuable than others, consider these reasons for your verbosity:

• Discomfort with Silence: If your client goes quiet, you might feel compelled to fill the gap with chatter. I often fell into this trap during my early days as an agent.
• Over-Eagerness: You want to persuade potential clients that saying yes is in their best interest, leading you to believe you need to explain more.
• Nervousness: Fear of rejection, lack of preparation, financial pressure, or personal issues can make you anxious and prone to talk too much.

How can you determine if you're dominating the conversation?

Assess your speaking time. If you find yourself talking for more than half the conversation or not allowing the other person to share their thoughts, you might be overdoing it. Observe your audience—are they engaged, or do they appear distracted? Signs like wandering eyes or checking watches can indicate that your listener is losing interest.

For instance, when my son was looking for a listing agent, I interviewed a couple who made me feel trapped. Despite my attempts to interject, they continued to ramble on. I finally had to excuse myself, and needless to say, we didn’t enlist their services.

How can you combat the urge to over-talk? The key is to cultivate the habit of asking questions and then patiently waiting for responses.

Before You Talk Yourself OUT Of Your Business, Watch This! - This video emphasizes the importance of listening and not overwhelming clients with unnecessary details.

Chapter 2: The Power of Questions

The sales process revolves around understanding your client’s thoughts and emotions. Formulate a list of questions and give clients the time they need to respond.

During a listing presentation, inquire if they have any questions or if they want to learn more about your marketing approach.

Some example questions to consider include:

• Are you interested in assistance with staging, or would you prefer to handle it yourself?
• When could we schedule a photo shoot?
• What is your timeline for selling?
• Are there specific items in the house that you need to remove prior to listing?
• What features do you appreciate most about your home or neighborhood?

Creating a comprehensive list of questions will not only demonstrate your engagement but will also provide valuable insights.

When meeting with potential buyers, start with qualifying questions and then delve into their desires and needs.

Begin by asking where they work or socialize, and whether they have friends or family nearby. Then, follow up with specific inquiries about their housing preferences. Your attentiveness will impress clients and streamline their home search.

When viewing properties, ask for their opinions on what they like or dislike. If they express hesitations, remain silent and allow them to process their thoughts. Sometimes, stepping back for a moment can help clients work through their concerns without pressure.

If you’re in another sales field, tailor your questions to uncover your client’s preferences, requirements, and future plans.

Does this mean you should never answer questions?

Not at all! However, your responses should be succinct and to the point. Allow your listener the opportunity to ask follow-up questions if needed.

According to an article in Fast Company, speaking for 20 seconds is generally acceptable, while 40 seconds may still be tolerable. Beyond that, attention tends to wane, so give your audience a chance to engage.

The #1 Tip To Avoid Talking Yourself Out Of A Sale (For Beginners) - This video provides insights on how to maintain effective communication without overwhelming your client.

“I never learn anything talking. I only learn things when I ask questions.” - Lou Holtz

The unexpected benefit of speaking less and inquiring more is that you will be perceived as intelligent, approachable, and engaging. You may have heard the saying: "Silence is Golden."