4
REWIRE YOURSELF TO LISTEN
Life is mostly a matter of perception and more often misperception.—DAVE LOGAN, COAUTHOR, TRIBAL LEADERSHIP AND THE THREE LAWS OF PERFORMANCE
“How many of you think you listen well, or at least moderately well?” I asked the audience of five hundred real estate agents and brokers attending an annual national meeting.
Everyone raised a hand. I responded with, “How many of you would agree with me if I told you that none of you listen, ever?”
I paused and looked out at the audience. “Really? That’s interesting. Not a single person raised a hand.”
As a psychiatrist speaking to a group of hard-driving, cut-tothe-chase salespeople, I already had two strikes against me. First, I’m not a salesperson. Second, I’m a psychiatrist, ...
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