How to build trust and rapport quickly
CHICAGO – Oct. 31, 2011 – Real estate agents can quickly build rapport and trusting relationships with clients by making a good first impression. They should be on time, well prepared, dressed appropriately and displaying an upbeat attitude. They should spell out their credentials, explain why they chose their firm and provide up-to-date professional marketing materials.
Agents also should be active listeners by asking open-ended questions, repeating the prospect’s words to clarify what he or she said and to show that they’re listening.
They should determine the prospect’s temperament style as quickly as possible and adjust their presentation accordingly. This means they should be quick and focus on the bottom line if the prospect is impatient and aggressive, or provide more details if the prospect is analytical.
Finally, they should watch the prospect’s body language and be mindful of their own – uncross arms and legs, smile and nod.
Source: RISMedia (10/26/11) Boe, John
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