The Power of Intentional Listening
Most agents think they have a lead problem.
They don’t.
They have a listening problem.
You’ve seen it before. You’re at a dinner, and someone traps you in a conversation. They talk nonstop. About themselves. Their deals. Their life. Their wins.
You’re not in a conversation. You’re in a hostage situation.
And what are you thinking the entire time?
“How do I get out of this?”
Now here’s the uncomfortable truth.
A lot of agents sound exactly like that.
They think their job is to impress the client. Talk about production. Market knowledge. How busy they are.
Wrong.
Your client doesn’t care about you.
Not yet.
They care about one thing: “Do you understand me?”
Until the answer is yes, nothing else matters.
Why Most Agents Stay Broke
Most agents talk too much because of ego.
They want to prove they’re the expert. They want to control the conversation. They want to “sell.” But the second you start talking more than the client, you lose.
Because the best closers don’t sound like closers. They sound like listeners. They ask better questions. They slow the conversation down. They make the client feel heard, understood, and certain. That’s what actually converts.
What the Top 1% Do Differently
I’ve watched this up close for years.
The highest performers are almost always the quietest in the room.
They’re not dominating conversations. They’re studying people. They’re asking questions. They’re connecting dots.
And when they do speak, it matters.
My wife Brittany is a perfect example.
She doesn’t talk about herself. She doesn’t try to impress people. She listens. Intently. Then she solves.That’s it.
And the result?
60 clients served.
$18M+ in volume.
Almost entirely referral-based (and in her first year, I should mention).
That doesn’t happen because you’re the loudest.
That happens because people feel understood.
The Real Reason Listening Pays
When someone feels heard, three things happen:
They trust you faster
They tell you what actually matters
They come back… and bring others with them
This is where most agents miss it.
They think more talking = more value.
In reality:
More listening = more information
More information = better solutions
Better solutions = more closings
It’s not complicated.
But almost no one does it consistently. I’ve made this mistake a ton of times, and then had to revert back.
The Brutal Question
Ask yourself this honestly:
Do you talk more than your clients?
Or do you actually understand them?
Because those are two very different businesses.
One is chasing deals. The other is attracting them.
The Takeaway
If you want more closings, more referrals, and better clients:
Check your ego. Shut up more. Listen better.
Because your income isn’t capped by your leads.
It’s capped by how well you listen.
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e: jon@movewithmomentum.com / movewithmomentum.com
