New agents tend to dread the moment that they are working with buyers showing properties. Not so much the driving around but the fear of loss of words and uncomfortable moments of silence. First of all know that some moments of silence are just fine ... silence is golden. Too lengthy of quiet can be uncomfortable so a Realtor needs to learn to keep fun tempo of conversation.
#1 Rule - do not let the conversations solely be about you. The best relationship builder is to have the buyers talk about themselves if that appears to be in their comfort zone. You have to adapt to the type of personality of the buyers so you can respect their communication comfort zone. Usually even the shy clients begin to relax and the barrier will come down. You also have to respect different cultures and follow the tempo they establish. Remember, the more you can get the buyers to talk the more you will learn about them and their needs. Besides, it is just fun to get to know others.
Sometimes there is a loss of topics to draw upon for interesting conversation. I have found that buyers not familiar with the area love to hear about history of the varied points of interest in the community. If they are new to the area, I take them around for an area tour to show off our community and point out the various features like recreation areas, retail centers, downtown area, etc. I share fun facts like the population growth rate and so on.
One of my favorite discussions is to visit on the real estate contract. You know at some point that a contract will be written. The buyer may not be familiar with what an option period is, earnest money, the need for insurance, etc. Home owners associations and their restrictions should be covered and how information regarding the subdivision HOA information can be obtained. What amenities are available in the subdivisions and going by the amenity center should be great information.
During your car time you can find common hobbies, sports you enjoy and even discuss websites for the different schools. These are bonding moments. A time you can share a passion you have in common. After viewing homes you can discuss features they enjoyed, what they liked or not and why. You can also keep a comparison going of their favorite home and compare it with the next property. That way it will help them with decisions and remembering what was important. It helps narrow the selection process.
There is a treasure full of conversation material. Just remember that talking does not have to be constant. Allow time for the buyers to visit with one another in discussion. If there are children along for the trip, if old enough, engage their thoughts and don't forget they are important too.
Car chat is a great tool to help build a client for life. It is opportunity that should be embraced rather than feared.