Fastest Way To Break The Ice With Prospects

Education & Training with Borino Productions

Here is how to quickly break the ice, create a friendly vibe, and build a genuine connection and trust with your prospect when you meet for the first time: SMILE. Smile has incredible psychological and social power.

Do a little exercise with me right now - seriously try it, don’t just read it, OK?

Put on a big smile. Ear to ear. Don’t worry if you look silly. Nobody cares. Just put on your biggest brightest smile you can come up with: the “10-year old finding his new bike under the Christmas tree” smile. Got it? OK, hold it for a sec.

Now I want you to think of something that really pissed you off - but still hold that biggest sunny smile. Try it.

Nothing, right? It’s almost impossible to feel angry while smiling! It’s simply hard-wired into our brains. Now the second part of the experiment.

Ask the person next to you to smile big, too. Bigger. Then look at them and their big smile and call them an asshole -- and mean it. Seriously! Still can’t get mad? Both of you broke out laughing you say. Hmmmmm…. the science behind it is hard to refute.

Smiling is a powerful non-verbal signal that instantly communicates to the prospect:

  1. I am confident
  2. I feel good
  3. I am in control
  4. I am a friend
  5. I’m glad to meet you

Eye contact, confident handshake, and a warm smile make a great first impression! By the way, this works just as well on the phone. Smile :)

Author of CORE INFLUENCE - Advanced Real Estate Communication Strategies


Comments (5)

Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

If one has a good sense of humor people are more relaxed and are more willin gto mingle with an agent.  

Mar 22, 2016 12:07 AM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

 My challenge is my mustache never reveals my smile.  Is it time to shave off my 45-year-old mustache that I have had and groomed since I was a teenager Borino - The Real Estate Coach???

Mar 22, 2016 12:16 AM
Borino - The Real Estate Coach

Absolutely not, Paul! :)

Mar 22, 2016 12:22 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Here, Borino - The Real Estate Coach proves the age old concept of people buy from people first thus making it important to be 100% people on

Mar 22, 2016 12:43 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

What a great post, and more people should practice the smile, as it would improve our industry!    

Mar 22, 2016 12:45 AM
Borino - The Real Estate Coach

Joan Cox 

Well, you clearly practice the strategy already, Joan... great photo with a nice warm smile!

Mar 22, 2016 02:14 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

You are so right on this Borino, a smile makes a different in your attitude, more people  should try it.

Mar 22, 2016 01:08 AM