Sometimes, the best way to answer questions is to ask more questions... and listen. When you know what they want, need, and expect, you can determine if it fits for you. It's not a one-way decision. You need to decide if you want to work with them too.

What is important to them?  Is crucial.  Ask questions and listen.  Take notes when appropriate.  Ask piggyback questions.  Listen harder.  

often new clients already "know" me from social media.  I am always trying to answer questions and be helpful.

In the process of building trust probe into what is important to them and address those points first. Time is money! You are compatible or you are not. Know when to walk away. The process has not changed even though the important points may have.

Ah, yes, Richie. While there wasn’t a question directly aimed at us, you’ve certainly posed some thought-provoking gems for us and our clients to chew on. So, indeed—yes, yes, and yes! You continue to be the ever-amusing philosopher of The Active Rain, keeping us all entertained while making us think.
Quite the multitasker!

Questions and more questions. Find out what their needs and wants are and continue on with follow up question.   Rarely did people call me without being referred or following my stuff online so they most likely knew all about me before they called.  The last question is, is a good fit for me and them?

You are so right.  That's why I start my client discussions by discussing their goals and what they're looking to get out of the deal.

As soon as I have a phone number/email address I've already Googled them. I have a couple of spy programs. You find out interesting things. Then the question becomes 'with what I know about them . . . will they have any problem with me?' LOL

First off, I google them too and see if they have a Facebook or Insatgram page.  I learn everything I can in advance to our meeting.  I'm always honest so won't be caught off guard should the know a lot about me and my career.  

Richie Alan Naggar 

I deal with it as it comes. Always right foot first:) Katina

It is always important to know what our clients want and work hard to achieve these goals.

Most people who hired me had already decided to hire me before they reached out.  They had done their vetting.  The interview process is a two-way street, Richie Alan Naggar I am interviewing them as well.  If we are not a good fit, then I pass. 

When chatting with potential clients, keep in mind that they might know about as much as a goldfish about you and real estate. You know, they probably Googled “Questions to ask a realtor” right before the meeting, which is a classic move. Wouldn’t that be like opening a fortune cookie and expecting it to match your dinner plans?

Let’s flip the script a bit. What’s racing through a buyer's or seller's mind? They’re probably thinking, “Did I bring enough snacks for this meeting?” Just kidding! But seriously, they want reassurance—they're diving into the wild world of real estate, and it’s a jungle out there!

A little curiosity goes a long way. Ask what they’re really after. Are they looking for a home with a backyard for the dog or a loft to throw epic brunches? You want to get the lowdown on their dreams. It’s like being a lifestyle detective—minus the trench coat and magnifying glass.

Clarity is key. Use simple words, unless you want their eyes to glaze over like they just heard a three-hour PowerPoint presentation. Transparency? Think of it as the warm, fuzzy blanket of the real estate world. Lay it out clearly. Everyone loves receiving a roadmap instead of navigating through a maze of confusion.

Each client is a unique snowflake—some want quick results like they’re ordering fast food, while others prefer to savor each decision, like fine wine. Pay attention to what they care about, and you’re practically winning the relationship lottery!

In the end, building rapport from day one can lead to happy endings. By placing yourself in their shoes (or maybe their sparkling new flip-flops), you create a genuine connection. Who knew that real estate could involve so much relationship-building and shoe-wearing? Your future clients will thank you—probably with an invitation to their housewarming party!

Putting yourself into the shoes of another is a good idea.  And it's an exercise that show fitness in preparation for the everyday world.  Such tests can prove quite helpful as we continue to compete.