LEARNING TO LISTEN

THE SPACE BETWEEN WORDS

Over the years, I've learned that one of my strengths is seeing what others sometimes miss. Whether I'm reviewing a contract, negotiating a transaction, or solving a problem, my mind naturally looks for the missing piece, the unintended consequence, or the question that hasn't been asked. It has served me well throughout my career.

Like most strengths, however, it comes with a weakness.

I've been told more than once that I have a tendency to speak before the other person has finished. It isn't because I don't care what they have to say. Quite the opposite. My mind simply processes quickly, and sometimes I think I already know where the conversation is headed.

The truth is, even if I know the ending, people deserve the opportunity to tell their own story.

Lately, I've been trying to change that. Instead of listening for a pause to jump in, I'm teaching myself to wait for the period — to let the other person completely finish their thought before I respond. Sometimes that means sitting through an uncomfortable second of silence.

I've discovered that silence isn't empty. It's often where trust begins.

Real estate isn't just about contracts, negotiations, and closing dates. Well, it mostly is.  But It's also about listening to people during some of the biggest decisions of their lives. Sometimes they don't need immediate answers. They simply need someone willing to hear the entire sentence.

I'm still a work in progress.

But I've learned that not every conversation needs my quickest response.

Sometimes it needs my quietest one.