Do you sometimes struggle with Realtors? Do you feel theres more potential, but youre unsure how to tap into it? Read what follows and learn the steps to becoming an effective listener. It could be the skill you're missing that could earn thousands of dollars in income.

Quality listening makes Realtors feel important. Nothing is more painful than a misunderstanding, which is a poor mans excuse for not listening. There are two things that determine your quality of listening:

• Your listening level

• Your degree of discipline

Your listening level is your intensity and desire to hear what is being spoken. Too often, loan officers feel compelled to express their point of view or talk about themselves. Sometimes we think we have to speak to be heard.

Your degree of discipline is a function of how well you listen without being distracted. If youre sitting in an office facing the window listening to someone speak, does your attention momentarily draw to the person walking by the window or do you maintain concentration on the individual speaking? If so, than keep reading to learn about 7 steps to becoming an excellent listener.

Step 1: Absorb the Message

Do you have a tendency to speak on the cusp of the other persons finishing point? Or interject during conversation so you can get your point across? Or make your mind up before the other person has finished speaking?

Absorbing is the first characteristic of an excellent listener. It means having patience for people to complete their thoughts. It means avoiding prejudgment, so you hear the entire message.

Step 2: Reflect On What Has Been Said

Do you jump to quick conclusions? Or do you take a brief moment and consider what youve heard?

When a Realtor communicates with you, they dont communicate words, they communicate messages. Reflecting on what has been said is about understanding the message behind the words.

Reflecting is your opportunity to evaluate. Its the same as taking a brief moment before responding. How does it make you feel when communicating with someone and they ponder your message momentarily before responding? Like they really care, like theyre really interested?

Step 3: Respond for Clarity

When you hear the phrase, Im sorry, I thought you meant means there wasnt true clarity. In trivial matters, such as communicating with a Realtor about a buyer, responding with questions about details drives clarity and understanding.

The trademark of an excellent listener is their response. They respond to acknowledge they listened. Mary, I understand your point about the loan needing to close by the 20thwhen will they have the movers arrive?

Step 4: Pay Total Attention

Are you easily distracted? Do you answer your cell phone every time it rings? Do you tune out and think of other priorities in the middle of the conversation?

Paying total attention is the greatest reward you can give. Everyone appreciates being heard, acknowledged and appreciated. Successful loan officers are excellent at keeping distractions away and focusing on the person across from them.

Step 5: Watch Nonverbal Cues

Do you fidget? Do you say one thing, but your face shows another? When you communicate, does your nonverbal cues infuse an emotion that should be carried with your message? Watch your body language. UCLA studies show that 55% of communication is nonverbal, 38% is how you say it and 7% is actually what was said.

Step 6: Enable Venting

Good customer service people allow an irate client to vent their anger. This is the simplest way to gaining cooperation. Often, people venting simply want someone to hear what is being said. So next time, dont interrupt!

Step 7: Write Diligent Notes

Take diligent notes Realtors respond to loan officers who show diligence versus lip service. The small act of note taking is another demonstration of your high level of interest.

Listening is an art form and takes practice. Instead of focusing on your next question, or interjecting to make a point, listen to the entire communication before responding. Realtors enjoy being heard. You can build more relationships because of your listening skills than your sales skills.

Jeffrey Nelson

Since 1999, Jeffrey Nelson has worked with hundreds of mortgage companies and loan officers to help them attract more clients by improving their marketing strategies to beat their competitors and win more agent-referred business.

Many of Jeff's clients are experts at originating loan applications, pricing loans and determining the best loan program for their client's lending needs, but the expertise they don't necessarily have is how to build a steady stream of business to their office door.

His battle-tested program, Become an Agent Magnet, teaches loan officers the core fundamentals to magnetizing their marketing, and in doing so, positioning their expertise so it stands out from the competition and attracts agents.