Most of you have heard of the famous psychologist and motivational speaker Anthony (Tony) Robbins. He has done a lot of research and put together some good training material on many topics that can help you in your career in terms of understanding how your mind and others work. Here are some excerpts from his audio series "Unlimited Power" dealing with establishing instant rapport. Google him for more information!
- By taking on a person's tonalities, body posture, breathing patterns, facial expressions, etc., you can develop rapport with that person. If you do this correctly, you can actually read their mind! Have you ever told someone that you felt like you have known them all of your life or at least hit it off with them to the point that you knew what they were going to say next? Well, this happened due to the level of rapport that you established with them.
- Can you do this over the phone? Absolutely! Listen to their tone, breathing patterns, type of words they use, ascents, speed of speech and volume of speech. Then try to mirror as much as you can and you can achieve instant rapport. We all do it and some of us are better than others. Just trying to find out about common interests, common friends, where they live, where they work, etc. is not enough when trying to build rapport which has to be done before you start showing houses, etc.
- Tony told about a time when he met with a potential client that started out yelling and sitting on the end of his seat, etc. Tony mirrored his posture and tonality and yelled right back at him. Once Tony thought he had rapport, he got the client to follow him by whispering and once he did, the client did the same. Isn't that a hoot? At that point, Tony knew that the subconscious rapport was there and then they were able to work up a deal for Tony's firm.
- Another interesting topic that plays into this is in understanding a person's state of mind. If a person is in an emotional state, you might want to wait until they calm down or help them to settle down first. In an example about state, Tony told about a waitress that nearly "bit his head off" when he asked for a menu. Instead of getting upset, Tony told her that he could see that she was upset and obviously overworked and stressed. He told her to please wait on her other customers and when she got caught up, then she could come back to wait on him. He told her that he could wait and that he did not want to put any more work on her right now. This immediately caused the waitress to change her state. Of course he finally gave in and let her wait on him after she begged him to let her.
I hope that you see the value in understanding rapport and state and that you will practice building stronger rapport when talking to future prospects. I am sure that you will see your business start to increase the more you do!
REMEMBER THAT ONCE THAT YOU FEEL LIKE YOU HAVE RAPPORT, ALWAYS ASK FOR THEIR BUSINESS! And don't ask for their business until you do! Remember, if you don't ask, someone else will. Buyers usually will go with the first person that they talk to so don't be shy! Ask if you can help them find their dream home! After getting the rapport, most will say yes!
Also, please know that when you give me a lead to call, I will do the same. So, ask them if I can give them a great mortgage price check. Together, we can work on establishing rapport as a TEAM so we can both earn their friendship, trust and business. Call me with your next prospect so I can help you close more business! Let's sell your BRAND so that we build that loyality!
Talk about this in your sales meeting and get ideas from others that have perfected it so you can begin to achieve the high levels of production that I am sure they are achieving!
Thanks for reading my blog! Together, we are going to have a great year!
Sam Thompson - PHH Mortgage Advisor