Communicating with clients: What Real Estate Pros Must Know

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Real estate agents need to understand the differences in how men and women communicate. While men like to handle one idea at a time, women often launch into a stream of multiple ideas all at once, reports Inman News.

To ensure more effective communications, agents should ask probing questions and aim for male clients to talk about 80 percent of the time. They should be direct and avoid rambling, interrupting, or finishing a man’s sentence, as well as provide additional data until they are ready to consider the next topic. When it comes to time, agents should keep in mind that men tend to allot a specific amount of time to each task, whereas women focus more on completing tasks, no matter how much time it takes.

This means agents should start showings on time and end early, as well as tell clients a particular task will take longer than they anticipate, which ensures the agent always appears efficient and organized. Men are more direct in their communication, whereas women tend to be indirect; so it is important to always tell a man exactly what should be done instead of to imply it. Culturally, people from the United States, Australia, Canada, the Middle East, and Southern Europe prefer getting right to the point, while those from China, Japan, and India prefer that messages are implied. However, even if direct communication is preferred, agents should keep in mind that American Millennials are unnerved by direct eye contact; and staring is considered rude in the United Kingdom. Agents should watch how clients communicate with them and with others, then adjust their communication style to match.