“Tom has always preached that ‘Selling isn’t telling,’ which seems simple enough, but a lot of realtors have a hard time with that,” Rhodes Group agent Neil Broussard says. “Knowing when to stop talking is one of the most important things we can do.”

Talk less. Listen more.

You can’t learn about someone else when they don’t have a chance to tell you. This is especially true when negotiating contracts for our clients.  Knowing when to ask the tough questions and leveraging silence (sometimes awkward silence) can result in significant gains.

Get a copy of the Rhodes Rules booklet by shooting us a note.

In the same way, over-talking a buyer through a home to “sell them on it” often works against you. It’s about knowing the right questions to ask and understanding those critical points that impact the client’s experience. It’s also based on experience.

We’ve found that learning to listen and learning to wait is key in the art of the deal.

But it doesn’t stop there.  Speaking is about you; listening is about them.  If you make life more about others, you’ll find yourself happier in the long run. Sounds counterintuitive, but it’s true.

We’ve learned this first-hand in the business of real estate.  Being quiet doesn’t always come naturally, especially when you like to talk (and some of us do like to talk).

You’d be surprised what happens when you just stop talking. Give it a try. For us, this simple rule has been one of the best – for business, and for life.

Feel like you’re not being heard? We’re ready to listen.