He Who Speaks First, Loses…

While on a listing appointment yesterday I was reminded of one of my favorite pieces of advice ever:

He who speaks first, loses … courtesy of my very wise friend Jeanne Cooper.

During the “close” portion of the appointment the seller became quiet when I asked if he were ready to move forward. The silence was awkward, and seemed to last forever.

But I stayed quiet and waited. And waited. And waited.

Finally he said that he was ready to sign.

I could have filled the silence with chatter. I could have offered “outs” to stop the awkwardness, but I learned long ago the importance of knowing when not to talk. It is just as important as what to say when you do!

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