I have had real estate agents ask me several times how to build rapport with clients to break the ice and establish a good conversation. My answer to this question is what I will list below in this blog post. Rapport is a relationship marked by harmony, conformity and accord and based on this definition, we can tell that people best like other people who are most like them and who they feel comfortable with. It is difficult to establish rapport with someone that you have absolutely nothing in common with.
Think about it, an invitation to someone's home is generally restricted to special people such as friends and relatives. In the appointment and presentation process, the salesperson is in the difficult position of appearing to the client as an "intruder." Because of this intrusion, the salesperson's entire presentation depends on quickly establishing rapport and making clients feel good about them, No one wants to spend time with a person who makes him or her feel uncomfortable or inferior.
Being nice to the people and using "small talk" will not automatically get people to like you. The principle that "like attracts like" is the answer. The old cliche, "when in Rome, do as the Romans do," applies very well in this situation.
Suggestions to build rapport:
- Look for common interests
- Be sincere
- Sell the benefits of a new lifestyle
- Remember buying or selling is an emotional decision
- Sell from your heart, not only your head
- Put yourself in the client's shoes
- Keep a sense of humor
- Make the clients feel good about themselves
- Always be positive
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