Here are five methods you can use to build rapport with your prospects.

My goal is to make you successful in the real estate industry, and if you want to make more money, nothing is more important than building rapport. People tend to work with those they know, like, and trust, so creating good relationships is the best way to build sustained success. Today I’m bringing you part one of a two-part series. Here are the first five things you can do to build rapport with prospects:

1. Identify and focus on common ground. Finding something in common with a prospect doesn’t happen by accident. Try to find at least three things you have in common with them and keep conversations focused on those things. I run an international business, and I often work with people I don’t immediately share common ground with. Even in this instance, finding things you can talk about is the key to long-term success.

2. Be respectful and professional. You need to be on time, listen to your prospects, avoid arguments, etc. It seems obvious, but I’ve seen too many agents show up late and argue with their prospects. It’s all about getting people to know, like, and trust you. How can they do that when they feel disrespected?

3. Have a respectful appearance. This comes back to point No. 2. Your appearance says a lot about you and what you think about your potential client. Try to match your clothes to the meeting. If it’s a casual setting, don’t show up in a suit or high heels. If it’s a $2 million listing appointment, don’t show up in shorts or a t-shirt.

“Your goal is to have them know, like, and trust you. ”

4. Use nonverbal communication to empathize. Some say that the greatest human need is to be understood. You must do everything in your power to show you care through your body language. You’re about to prescribe a plan to help solve someone’s problems. Let them know you care about alleviating their pain.

5. Listen and understand your prospects. A lot of salespeople love the sound of their own voices. However, you should be doing much more listening than speaking. You have two ears and one mouth for a reason, so make sure you pay close attention to what your prospects say.

If these five methods helped you, stay tuned for part two where I’ll go over five more ways to build rapport with prospects. If you have questions in the meantime, please call or email me. I am always willing to help.