Since the real estate business is a people business, one of the most important learned tasks is mirroring. One needs to be mindful of this fact, and once the front door opens, the mission of finding a common ground begins.
Mirroring becomes easier if there is a common ground. People like to do business with people who remind them of themselves. If a common ground can be established early in the game, the relationship will flow smoothly, and it will be long lived. Repeat business with others having a similar alikeness will follow.
Learn to become a chamelion. The sooner you blend in with the potential client, the stronger the relationship. Comfort and confidence becomes part of the program, and all defense mechanisms on the part of the client will eventually cease to exist.