Close

The art of listening

  • From hospitality to the MPA Young Guns 2020 list

    Aussie’s Brian Lowe prioritises customer service to ensure the best outcome for his customers.

  • Is Brisbane the right move to invest in 2020?

    Brisbane is fast becoming an attractive option as it’s earmarked as a promising market

  • SPECIAL REPORTS

    • 2018 Commercial Lenders Roundtable
    • Top 10 Brokerages 2018
    • 2018 Brokers on Aggregators

    With anything in life if you want to be better at something you must practice and the art of listening is no exception.

    Listening, and yes I get how simple this must sound but so many people don’t work on this skill. It requires a tonne of practice to master and as all great BDMs know it’s a skill that goes a long way in helping form long trusting relationships with our broker partners.

    A great listener is attentive. They make good eye contact; they never interrupt what the other person is saying and show a genuine interest in what is being said.

    They are fully immersed in the moment without any distractions; don’t get lost by a TV in the room or by other people’s conversation nearby.

    A great listener goes into each interaction with an open mind, without judgment or assumptions.

    Here are a few tips that will help.

    – Put your phone, tablet or laptop away and ensure they are on silent

    – Pay attention and ask follow up questions

    – Have good eye contact and positive body language

    – Never interrupt

    – Learn how to summarise key points and then offer solutions

    Bonus Tip – To help grow new relationships and to assist in deepening existing ones, endeavour to pick up one piece of non-business related information during every interaction for future touchpoint use.

    Related stories:

    • Tips on how to improve as a BDM
    • Construction finance: 3 tips for brokers with SME clients

    Original Article