A Timely Lesson in Listening

There’s a lesson I’ve been reminded of lately. It has nothing to do with real estate, but it applies perfectly to it.

Maria and I were organising landscaping quotes for our new build. We’ve done this a few times over the years. We’re not new to the process. We understand sequencing. We understand trades. We understand where budgets can blow out and where time gets lost.

We were referred to a landscaper with a strong reputation. Good energy. Great portfolio. Solid operator.

But four months in, we’ve hit friction. Not on price. Not on capability. On listening.

Clear briefs, missed connections

From the outset, we were clear. We want a full-service offering. We want trades co-ordinated. We want it locked in. We don’t need Landscaping 101. We want to move straight to the finer details because, like most people, we’re time poor.

That’s a clean brief.

Yet every meeting turns into a pitch. More ideas. More concepts. More talking.

And somehow, we’re no closer to signing anything off. The issue is obvious: what he thinks matters to us isn’t what we’re asking for.

Less talk. More listening.

The real estate parallel

In real estate, we see this every single day.

Agents walk into listing presentations and immediately shift into performance mode. They start explaining portals, signboards, brochures, digital campaigns, social ads, auction strategies. They want to demonstrate expertise. They want to justify their fee. They want to show value.

I understand it. We all do it at some point.

But here’s the better move: Ask, then listen

Before launching into your marketing presentation, ask one simple question: “Are you familiar with how properties are currently marketed and the investment required?”

Then stop. Actually stop. That answer is a signpost.

It tells you whether you’re dealing with a first-time seller who needs education, or a seasoned client who just wants refinement.

It tells you whether they’re uncertain or confident. Whether they need reassurance or direction. Whether they want guidance or confirmation.

It tells you where to focus, and just as importantly, where not to waste time.

Relevance over volume

Most agents skip that moment. They talk at clients instead of with them.

And here’s the irony: the more experienced the client, the faster you lose them if you over-talk. Experienced clients don’t want volume. They want relevance.

They don’t want to be impressed. They want to feel understood. There’s a big difference.

When someone feels understood, trust builds quickly. Conversations shorten. Decisions accelerate. Friction reduces.

When someone feels talked at, they disengage. Politely, sometimes. But they disengage none-the-less.

Listening as strategy

Listening isn’t passive. It’s strategic.

It’s reading tone.

It’s noticing body language.

It’s hearing what isn’t said.

It’s adjusting your delivery to meet the client where they are, not where your script starts.

In our landscaping situation, the solution is simple. Align to the brief. Focus on execution. Respond to the actual need.

In real estate, it’s no different.

Before you pitch, pause.

Before you explain, ask.

Before you assume, clarify.

Because sometimes the most powerful move in the room isn’t what you say next.

It’s what you’re willing to hear first.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

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