Building Trust and Rapport Whether it’s a first date, dinner out with new friends or meeting clients-to-be at their home, the rules are always the same: be the best version of yourself. To Have a Friend, Be a Friend. The truth is, you’ll never get a listing agreement from the homeowners if they decide they flat-out don’t like you. So don’t let that happen. Even if you are not naturally outgoing, charming and complimentary, you can learn to appear that way with a few tips. You might even want to practice with friends and family before the appointment. Looking for some good books to help you learn more about people and how to connect? I have a few suggestions: ● The Like Switch by Jack Schafer and Marvin Karlins ● How to Win Friends and Influence People by Dale Carnegie ● How I Raised Myself From Failure to Success in Selling by Frank Bettger Communication skills that will help build a positive relationship with prospective clients include: ● Active listening - Let the owners do most of the talking and steer the conversation. When it’s your turn to talk, show that you’ve been listening. ● Making eye contact - Don’t stare, but remember to make eye contact for about half of the conversation. ● Showing assertiveness - Display confidence in yourself as a real estate agent. Don’t be soft-spoken or timid. Watch your posture. ● Understanding non-verbal cues - Look out for signs that the owners are unhappy, uncomfortable, bored or displaying any negative feeling during the conversation, and change the subject accordingly. ● Using positive body language - Don’t cross your arms or tap your foot impatiently. Smile with your entire face and practice friendly body language. ● Being mindful of personal space - This is self-explanatory; don’t invade another person’s “bubble.”
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