I ran into my neighbor this past week while picking up the mail and getting some fresh air. Everything was going great until a real estate broker approached us. He informed us that he was selling a home located up the street.
As I tried to engage in conversation with the man my neighbor jumped in. He began discussing architecture, property value, and the structure of a house. Before I knew it he went on a rant regarding old ships, traveling, and money management.
I tried to stay calm and poise as possible but watching the real estate broker trying not to break a smile as my neighbor spoke was hilarious. While it was clear the neighbor was speaking from past experience it was evident he wanted to prove his expertise.
Watching my neighbor the layman do act this was way was puzzling. It didn’t dawn on me until later as to why. The neighbor toted himself as an expert to someone actively working in the real estate market.
It made me think, how many times have I told someone about the services I provide only for them to tell me how I should do it and where I should market to with no prior knowledge of the field ?
When I first heard this I would get defensive. Over time I stopped taking it personally and would just listen. I have learned as a service provider how much it is important to decipher when to express one’s expertise and when to actively listen to your prospect or current client.
It’s easy to quickly judge super talkative prospect or client as a waste of time. Letting your prospect or client freely express themselves during a meeting will a lot for a better understanding of the prospective client’s thought process and what issues in their business need solving. This enables you to tailor the most effective services needed to improve their business.
The client is more inclined to see you as a problem solver, feel heard and validated by you as a service provider.
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