This method enabled me to expand my territory and create a strong network of loyal customers for referrals and repeat business. Make active listening a deliberate part of your business plan and success strategy. You will not only grow your business, but also make wonderful friends along the way.

My success with customers on the telephone wasn’t by using pushy sales methods, but by engaging people in meaningful conversations which could lead to friendships on the phone before I ever met them. I would ask questions, listen to their stories, respond to their needs, develop rapport, and earn their business. When we would finally meet in person, it felt less like an introduction and more like a reunion. It was not only good business, we had fun in the process!

For sixteen years, I had a spectacular real estate career in Tallahassee, Florida. I loved receiving telephone inquiries and making cold calls. I knew that if I could meet people on the phone, I could usually turn them into buyers.

Think of the communication that takes place in your own life on a continuous basis—at home, at work, with friends, and beyond. When you actively listen to people, you enhance communication.

While active listening is crucial for optimal communication, we are faced with a dilemma which can perplex even the sincerest and engaged of individuals.

To make matters even more complicated, research has shown that we remember only 25-50 percent of what we hear. This inclination not only compromises our connection with another person, but we can fail to retain vital information. All this evidence demonstrates that it is imperative that we intentionally pay closer attention and strive to become an in-depth listener.

The Physical Language of ListeningActive listening is a physical process which transcends simply hearing. Your body language speaks on your behalf as to whether you are fully present and engaged . . . • Make eye contact.• Nod your head; confirm.• Use your eyebrows and expressions of emotions to show that you're paying attention. • Lean forward.• Listen patiently to demonstrate respect and sensitivity.• Open your physical presence to encourage them to continue.

Active listening is not only a matter of making yourself available to hear someone talk, but it is showing the sender, physically, that you are receiving and understanding their message on all levels.

Listening actively confirms for people that you are positively receiving and thoroughly understanding the message they are conveying.