How To Elevate Your Real Estate Consultation Skills

By David Brownell

From an agent who’s been in the industry for more than 25 years, mastering lead conversion is the key to setting ourselves apart from the competition and achieving remarkable success.

Are you truly in tune with your clients’ thoughts and emotions during the real estate sales cycle? If not, you might be missing out on a significant opportunity to connect and achieve better results in your real estate business. Today, let’s explore the concept of “See-Through Vision” and how it can revolutionize your approach to client interactions.

See-Through Vision is a concept I learned from my coach, Joe Stump, author of “Power Productivity.” The third essential tool in his book emphasizes the importance of seeing from the perspective of your client—a skill he terms “See-Through Vision.” In psychology, See-Through Vision is the ability to form a mental image of the world from another person’s viewpoint.

As real estate professionals, we often view the industry through our lens, shaped by our experiences and training. This unique perspective gives us insights into the real estate cycle, processes, and potential challenges. However, it also means we might overlook the emotional aspects our clients are experiencing, such as stress, fear, excitement, or hope.

“The ability to connect deeply with clients sets you apart.”

To address this, here are three actionable steps to maximize your ability to see through your client’s eyes and become a more effective consultant:

1. Place the client at the center. Ensure that your client is the focal point of every decision and interaction throughout the real estate process. By making them the primary focus, you can better step into their shoes and understand their perspective.

2. Understand their problem. Gain clarity on your client’s problems and what’s significant to them in buying or selling a house. By delving into the root issues rather than just the symptoms or desired outcomes, you can connect with their perspective and provide more targeted guidance.

3. Clarify client expectations. Communicate openly with your clients to understand their expectations. By asking questions and actively seeking their viewpoint, you bridge the gap between your perspective and theirs, fostering trust, rapport, and stronger relationships.

By embracing See Through Vision, you can distinguish yourself as an agent who not only understands the transactional aspects but also the emotional journey your clients are undertaking. If you’re interested in delving deeper into this concept, feel free to reach out.