Monica Neubauer directly addresses camera: Building relationships are the key to success in real estate. And relationships are developed through communication. 
I'm Monica Neubauer, The Maverick Motivator and host of the NAR Center for Realtor® Development podcast. Let's take five minutes to discover how you can build solid agent-client relationships through better communication.
Let's take a step back to understand why agent relationships are so important. In my personal life, I've learned the value of understanding and connecting with others. My husband and I have different personalities, and it took effort to get to know each other better and continue nurturing our relationship. This lesson applies to our professional lives as well. As real estate agents, we are more than just salespeople. We are project managers and problem solvers, and effective communication and relationship-building are at the core of our industry.
So, let's talk about communication. In today's world, where artificial intelligence and technical tools are becoming increasingly prevalent, we must focus on our humanity. That's why improving our communication techniques is vital. Unfortunately, many people rely on impersonal methods like text messages. But let me tell you, that's not an improvement. Communicating and negotiating via text messages is uncreative and undermines the value of our service. A bot can text. 
Conversation is the key to creative negotiation and communication. It allows us to uncover clients' true motivations and preferences, leading to better outcomes. We can show rather than tell when we communicate face-to-face or through platforms like Zoom. We can present data, MLS listings and answer questions, demonstrating our expertise and professionalism. Remember, communication is a two-way street, and active listening is crucial to understanding clients' needs.
Text messages and emails limit communication, especially in the early stages of building a relationship. There is more room for miscommunication when we don't truly know each other. 
So, how can we improve our communication techniques? First, when conducting a consultation, be prepared with a list of questions, but be flexible enough to let the conversation guide you. It's about their agenda, not yours. 
Next, set aside enough time for the consultation, preferably in a quiet place that exudes professionalism, such as your office. And if meeting in person is not possible, consider using video conferencing tools like Zoom or Facetime.
Generational differences also play a significant role in communication. To bridge this gap, read up on the different communication styles across generations. 
Moreover, understanding your personality type can be a game-changer. Take personality tests and explore books like "Fierce Conversations" by Susan Scott, "Mastering Civility" by Christine Porath, and "Verbal Judo" by George Thompson and Jerry Jenkins. These resources will provide valuable tools to enhance self-awareness and communication skills.
The most important takeaway is awareness. Increase your understanding of the many actors that influence communication and strive actively listen to your clients. Ignore your agenda and genuinely tune into their needs. 
Remember, the best sales conversation is a consultation, and it's not about you—it's about understanding your client's perspective and helping them achieve their goals.