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!