Episode 408 - Curiosity: The Secret Ingredient for Successful Real Estate Relationships

Asking the right questions, you tap into the client's goals and aspirations.

This not only allows you to demonstrate how your service can meet their needs, but it also positions you as a partner in their journey, rather than just an agent.

You're listening to the Real Estate Sessions and I'm your host, Bill risser.

With nearly 25 years in the real estate business, I love to interview industry leaders, up and comers, and really anyone with a story to tell.

It's the stories that led my guests to a career in the real estate world that drives me in my 10th year and over 400 episodes of the podcast.

And now I hope you enjoy the next journey.

Hi everybody.

Welcome to episode 408 of the Real Estate Sessions podcast.

As always, thanks for tuning in.

Thanks for telling a friend as we continue on during year 10 of this little endeavor that I thought would last 10 episodes, not 10 years.

Today it's just me.

Just want to share some thoughts about a topic I seem to be talking a lot about with our sales teams in the Fidelity national financial world.

I thought, why not put it on the podcast and see if it rings true with you?

So today we're delving into a powerful but often overlooked aspect of professional relationships, curiosity.

Specifically, we'll explore why asking questions of potential clients can be much more effective than simply trying to sell them something.

So imagine this.

You're sitting across from a potential seller.

You could rattle off the impressive features of your service, but instead you take a different approach.

You lean in and ask, what challenges are you currently facing listing your home or.

Or what goals do you have around the selling of your home this year?

It sounds simple, right?

But this shift from selling to curiosity can completely transform the conversation.

At the core of curiosity is the desire to understand when when you ask questions, you're not just gathering information, you're making a connection.

You're showing your potential buyer or seller that you aren't simply there to close a deal.

You genuinely care about their needs and their challenges.

This creates an atmosphere of trust, which is essential in any successful relationship.

So think about some of the best conversations you've had.

Chances are they involved a lot of questions and a lot of listening.

When you engage in active listening, it opens the door to deeper insights.

You start to uncover pain points you may not have initially considered.

And this knowledge allows you to tailor your approach to offer real solutions, solutions that resonate with them.

Ken Robinson, a leading advocate for creativity and innovation, once said, curiosity is the engine of achievement.

And if you think about it, this applies directly to client relationships.

By asking the right questions, you tap into the client's goals and aspirations.

This not only allows you to demonstrate how your service can meet their needs, but but it also positions you as a partner in their journey rather than just an agent.

Now let's consider the alternative.

When you lead with a sales pitch, you run the risk of making the conversation feel transactional.

It can come across as pushy or insincere.

No one enjoys feeling like they're just another listing on a chalkboard.

But by prioritizing curiosity, you're fostering a space for open dialogue.

Moreover, fostering curiosity can greatly enhance your creativity.

The more you learn about a client, the the more ideas you'll have about how to best serve them.

This can lead to innovative solutions that might not have been immediately obvious.

And it differentiates you from competitors who may only be focused on the sale.

So how can you cultivate this curiosity in your conversations?

Well, definitely start simple.

Practice active listening and ask open ended questions.

Instead of did you like your last real estate transaction?

Try what was your favorite part of the last time you sold your home?

And what could have been improved?

This encourages deeper discussion and shows the client that their feedback is valuable to you.

So in this very short episode in conclusion, remember that in the world of client relationships, curiosity isn't just beneficial, it's essential.

When you approach a potential client with genuine curiosity, you build trust.

You encourage open dialogue and unlock the potential for collaborative solutions.

So next time you find yourself in a client meeting, take a moment to ask questions and listen.

You might just discover that the answers you receive are worth far more than any pitch you could ever deliver.

It really doesn't matter what industry you're in.

The power of curiosity is so important and it's something that we're really trying to instill in our sales executives so that they can find out where we can help what solutions we might have.

Rather than saying, wow, check out this new great shiny object that we got.

You're going to love it.

It's the best thing you've ever seen.

Because I know we're When I talk to my realtor friends, they say, yeah, I've heard that a million times.

And as soon as I do hear that, I'm turned off.

So there you go, that's my quick hit.

Thank you for tuning into the real estate sessions.

Stay curious and until next time, keep asking those questions.

Thank you for listening to the real estate sessions.

Please head over to ratethispodcast.com resessions to leave a review or a rating and subscribe to the Real Estate Sessions podcast at your favorite podcast listening app.