In real estate and in any other business that involves personal relationships, making someone feel important is fundamental and might even be the difference in closing a sale.
Feeling important and valued is a primary human need. We all need it almost as much as we need food and water.
When another person makes us feel important we are more likely to be receptive to their offer.
Making someone feel important is easy, it just takes effort and consistency. Here are some tips to make another person feel important:
1. Use their name when speaking to them. This might seem simple and is often underrated. However, people like to hear their name and feel important when you remember it. Using a person’s name in conversation goes a long way to making them feel important.
2. Listen to what they have to say. You may think you always listen during a conversation, but often our minds have the tendency to wander while others are talking. Do you ever catch yourself half-listening and already formulating an answer before they even finish speaking? If so, then you’re not really listening. To listen attentively is to be completely focused on the other person as if you were going to be quizzed on what they just said afterward. Your mind must be silent and completely focused on what they are saying.
The more attentively you listen, the better conversationalist you will become. And remember to pause briefly before answering their questions. Take a moment to really consider what they said or what they are asking you to provide before you jump to an answer. Many people are uncomfortable with a few seconds of silence, so this may take a bit of practice before you can do so without any fear or apprehension.
3. Compliment them. When complimenting others, remember authenticity counts and only do so when you genuinely mean it.
A compliment must be the following three things in order to be effective:
1. Genuine and authentic
3. Create an opportunity for a conversation
Mary, I am so impressed by your ability to recall specific facts at just the right time. Are you using any specific strategies to do that? This compliment can be used in a buyer presentation in order to make Mary feel important. Your genuine interest in wanting to know more about her strategies will make her eager to share information with you.
The key to making people feel important is to use their name in conversation, listen attentively, and give them a genuine compliment. Once you can make others feel important, you’ll find they are more willing and excited to work with you by building rapport and providing them with a lasting good impression.