Failure to communicate is a fact of everyday life, yet your success in business will largely be dependant on your ability to transmit your message. What you say, how you say it, and the media you employ are critical to effective communication.

Every day we receive and transmit thousands of messages, whether verbal, nonverbal, or written. Studies indicate that as little as 10 percent of our communication is verbal -- the rest relying on everything from our facial expressions and posture to personal appearance and eye contact.

All of this translates to one simple fact. Communication is a big responsibility considering that failure to effectively communicate in business could translate to lost clients, commissions, and future transactions.

So what effects the effectiveness of our verbal communication?

• Clarity: Is the message concise and to the point? Does it flow in a logical order?

• Vocabulary: Be sure you don't overspeak your client. Speak to them on their level of understanding.

• Tone: Sarcasm and wit are sometimes lost on the other party. Or even worse, misinterpreted as rude.

• Timing: If it seems like a bad time to launch into a topic, maybe it is.

• Relevance: Communication can often be derailed or delayed by either straying from the topic or with the introduction of non-sequitors and "red-herrings."

"But how can I become a better communicator?" you ask. Consider the following steps:

1. Be concise. Most people know when they are being "sold" to. If you are direct and open, many times clients will return the same courtesy.

2. Focus on your client, not yourself. By asking open-ended questions you will be able to help them decide what they really want. And that really is the objective of our business -- getting the client what they want.

3. Be a good listener. Sounds simple enough, but really listen to what the other person is saying. Don't be formulation a response while they are still talking!

4. Take responsibility for your message getting through. This is especially true for written word and email. Make sure the message sends, or requires a confirmation receipt.

5. Maintain eye contact. By focusing first on one eye, and then the other, you’ll find it easier to maintain eye contact without losing concentration. Try it; it really works.

6. Look for nonverbal clues. For example, crossed arms generally mean a person can be feeling defensive.

7. Educate Yourself. From your local library to community colleges and senior centers, numerous writing and speaking courses are available.

8. Tell stories and give examples. Above all, be yourself. Now that you've questioned and listened to your client, you know what stories they will relate to. Their child plays soccer too? Well, this house is right next door to an amazing park where little leaguers play in the summer.

Succeeding in business demands good communication skills. Fortunately, effective communication can be learned. You can be as good a communicator as you want to be.

Published: June 15, 2007

Use of this article without permission is a violation of federal copyright laws.

George W. Mantor is known as "The Real Estate Professor" for his wealth building formula, Lx2+(U²)xTFP=$∞. A proponent of educating consumers on using homeownership as an opportunity to build an estate, he has set out on a crusade to educate small real estate investors, fellow practitioners, seniors, and high school and college students about the risk-free benefits of planned real estate ownership. His consumer education efforts include a long-running radio program, Mobile Information Center, monthly workshop series, public appearances, informative website and frequent articles. During a career that has spanned nearly three decades, he has amassed experience in new home and resale residential real estate, resort marketing and commercial and investment property. He is currently the founder and president of The Associates Financial Group, an independent, locally-owned, full service real estate and mortgage brokerage, dedicated to creating long-term relationships with clients. Prior to starting his own firm in 1992, he had been Director of Training and Customer Service for Great Western Real Estate. In addition he has served on virtually every real estate committee, including a term as a Director of the California Association of REALTORS®. He is the creator of the Personal Best System, a business and life planning process and the Red Zone Time Planning System for Business Professionals. In addition to Realty Times, his articles have recently appeared in Real Estate Finance, National Real Estate Investor, The Real Estate Professional, Broker Agent News, and RIS Media Power Broker Network Report. He is available for speaking and customized training. His website is www.myafg.com and he can be reached at GWMantor@aol.com.