As we all have experienced in real estate lately, building rapport is vital in creating a client that trusts you and will then consider you a valuable resource in their search! When things were just clicking along and we were so busy that we couldn't even return all of the calls we had in our voicemails, the value we placed on each and every one of those potential clients got a little watered down. Let's just face it, we became a bit pompous and let things slip through the cracks because we didn't want to work that hard! I know it happened because it did with me... I hate to admit it but I know there were a few that got away and I just didn't care! I didn't even try!
It's time to get back to the basics of building rapport! We need to gain our clients trust and cause them to WANT to do business with us! Let's face it, the value we place on each one that walks through our door or contacts us via phone or email has become much greater than in the recent past.
Here are a few tips when building rapport:
- Care and be interested in the customer
- Find some common ground
- Use their first names as often as possible
- Maintain good eye contact (This is very important)
- Match or Mirror them (Words & Phrases, Voice Qualities, Body Language)
- Give effective compliments (Be Sincere, Justify, Ask a Related Question)
- Use the law of reciprocity (You Give, They Naturally Want To Give Back)
These are just a few ways to build rapport, if you use a certain technique and would like to share it, please let us know!
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