If you are talking, you cannot listen. In order to hear what 
another person has to say, you have to stop talking and start 
listening!

It is necessary for you to recognize the difference between 
listening, and waiting for your turn to talk. They are not the 
same activity.

Listening is focusing on the other person and giving them the 
space they need to share information. Waiting for your turn to 
speak is focusing on you!

How do you improve your listening skills after you stop talking?

First, you have to want to listen. You have to believe the person 
speaking has something valuable to say, and that you will benefit 
from the information revealed.

Your clients will tell you what they need, if you give them an 
opportunity. If you focus on what you believe they need, you risk 
sending them on their way without a sale.

Communication is not just about you talking about your product or 
service. It is about listening to the concerns of your customers.

Several years ago my husband and I had decided to downsize and 
were in the market for a condo. We visited the model of a new 
development that looked very attractive.

The salesman was determined to tell me all about the kitchen and 
the wonderful features that were included. My husband remarked to 
him that the kitchen was very low on my priority list and that he 
was wasting his breath.

What did matter to us was the policy on companion animals because 
we had three cats. The agent said he did not know the policy, 
but thought the rules allowed only one animal. He completely 
dismissed the need and went back to talking about the kitchen.

We left shortly thereafter and did not bother to return any calls 
from the salesman.

We visited another complex the same day that had a real estate 
professional who stopped talking and listened!

In order to not waste our time, we decided to ask immediately 
about the policy on cats. The agent was well prepared and knew 
the answer to an inquiry about companion animals. Cats and dogs 
were welcome!

The agent also wanted to tell me about the kitchen. I still was 
not very interested, but much more willing to listen since my top 
need was met. We purchased the condo and moved in with all three 
kitties!

Second, you have to give yourself the space to listen. If you 
life is full of clutter, you have neither the time, nor the 
energy, to pay attention.

I have assisted hundreds of people to become more organized. 
In the process, it has become very obvious to me that poor 
management of resources will create barriers to effective 
communication.

You cannot listen when your mind is racing. You cannot focus when 
you are running late. You cannot give people space to talk when 
you have no space of your own!

Is your paperwork a disaster? Do you over-schedule yourself? Are 
you buried in clutter? What issue is creating barriers to your 
listening ability?

If your first thought is, "I don't have time for this", consider 
how successful you are and decide if you are satisfied!

What can you do? There are hundreds of articles and books on 
organizing and clutter control. You are sure to find clues that 
match your behavior style and provide ideas to make necessary 
changes.

Perhaps you need to work with a life coach to design a plan that 
will allow you overcome the barriers you are creating.

You have the power to stop talking and start listening! You 
have the ability to develop your listening skills! You have the 
potential to create space in your life by proper management of 
your resources!

Why not begin today? 

Mary Ellen Warner, MSA, DTM is a speaker, author and coach 
who works with people to overcome barriers to effective 
communication. Learn more about Mary Ellen and her new book 
"Stand Out in the Crowd! Effective Communication Skills for 
the Real Estate Professional" at http://www.marbilwarner.com 
or contact her at maryellen@marbilwarner.com.