Here are five more ways you can build rapport with potential clients.

Today I’m bringing you part two of my series on 10 ways to build rapport. In my last blog post, I covered the first five ways to build rapport, so this part will focus on tips six through 10. Let’s get into it:

6. Make other people feel relaxed. There’s a common saying among agents that goes something like, “Sales is nothing but the transfer of enthusiasm.” While this is certainly true to some extent, try not to overdo it. If you come in too hot, you can put your client on edge and make them feel uncomfortable. The key is to transfer your enthusiasm while helping your client feel relaxed.

7. Avoid controversial topics. This may seem obvious, but I’m putting it on this list because agents do it all the time. I’ve seen agents on the verge of a million-dollar sale blow things up by bringing up politics or religion. As mentioned in my previous blog post, you want to highlight similarities, not differences. If you know for a fact that you are on the same side of a controversial topic, it might actually be a good thing to bring these up. However, if you want to be safe, avoid them altogether.

8. Authentically like people. Dr. Caldeni once said that people like you as much as they think you like them. This means your job is to convince your clients that you really like them. Don’t get me wrong; I’m not telling you to be dishonest. You have to empathize with people on a genuine level. You don’t have to be best friends; just show them the basic human decency you show everyone.

“Don’t blow a sale by bringing up politics or religion.”

9. Subtly mirror your client’s behavior. Don’t literally copy everything they do. Instead, match their tone. If they sit up straight, you should sit up straight. If they prefer to slouch in their chair, you should slouch in your chair. If they have a calm speaking voice, try to have a calm demeanor. The truth is that people love themselves, and we like to work with people who are like us.

10. Always provide value to your clients. I’ve seen agents make every mistake in the book and still land a listing because they could deliver the goods. You could be the polar opposite of a client, but if you’re providing something other people aren’t, they’ll still work with you.

If you have questions about today’s topic or anything else, please call or email me. I am always willing to help!