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Psychological barriers also create noise that can hinder communication. It can filter through the receiver's personal perceptions and cause disconnects. For successful communication, the sender and receiver must understand each other's meaning.
Other common barriers to successful communication include semantics, ambiguity and defensiveness.
The manner and degree to which a receiver responds to the message is called feedback. This is an essential step for transitioning from a one-way communication to a two-way approach, which can strengthen the sender-receiver connection.
By soliciting and properly decoding feedback, a sender can understand whether and how the message was received and the degree of its effectiveness. This lets the sender adjust the message to better match the receiver's needs. In a marketing-communications environment, feedback also helps the sender determine whether the message touched the intended targets. Soliciting and properly interpreting feedback are vital steps to measuring the effectiveness of marketing-communications activities.
Unfortunately, communicators often ignore or misinterpret feedback. On the interpersonal side, people might simply talk at others without knowing whether they are being heard, let alone understood. On the professional side, mortgage brokers might conduct a loan application in their gym clothes. In marketing communications, a company might pay for a Web site that lacks a search engine, which can lead to no feedback. This actually is feedback telling this company it needs to take a different approach to the Internet communication channel.
As a mortgage-origination marketer who understands the message process, you hold a powerful tool for building personal and professional success. By effectively managing each step in the communications cycle you will be able to fine-tune communication, enhance sales and more.
In short, you can develop a dynamic two-way dialogue with prospects and customers that will evolve into lasting and lucrative relationships.
Brent Duncan is an adjunct professor at the University of Phoenix School of Business and Management, teaching organizational psychology, management, marketing and leadership. Duncan specializes in developing strategic marketing functions for organizations in the high-tech and mortgage industries. He provides a free Mortgage Origination Marketing Resource Center (www.RealMarCom.com) and produces the Mortgage Note$ Newsletter, used by mortgage-origination marketers to build relationships with homeowners, homebuyers and real estate professionals. Contact Duncan at firstname.lastname@example.org or (831) 688-9520.
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