How do you build rapport with sellers?
The best way to build rapport is to use questions that show interest, then listen closely and respond appropriately. You should look for authentic opportunities throughout the meeting. In some cases, a client who wants to get right down to business may be more open later in the meeting.
The report is a sophisticated word that stands for "connected as friends." Connecting with people (in this case, brokers, and salespersons) is easy when you follow the following steps:
· Listen and be there 100 percent. These days noon is ever fully present. When you give your full attention to someone, they will worship him.
· Notice and briefly highlight the things you have in common with another person. This technique works because people like everyone else who looks like them. Make them talk about their interests, and you'll have some middle ground.
· Keep listening to them rather than taking too much on your own.
To create the first relationship with a seller, locate or create an environment where you have the time and quiet space to spend a couple of hours if necessary to get to know the broker or vendor.
Being in an office environment with interrupting telephone calls or in a room with shrill television is not going to work.
When creating the appropriate space for connection, look for a location where you feel comfortable with a cup of coffee or a drink of juice while you hang around for a few hours. After the salesperson begins to relax, they will feel more at ease around you and will (hopefully) start to love you. When people like you, they will also tend to open themselves and trust you—which is one of your objectives when you're looking for a good price on a property.
One of the most important things to control is to build an emotional bond with the broker or salesperson of the commercial property. In setting up the winning offers, you should feel comfortable helping the broker open enough for you to fully understand the seller's situation and motivation.
Regardless of how you plan to structure a buy, you will always get better results if you can work in collaboration with the broker or vendor rather than working as if you were against them.
Maintaining a high level of relationship with the broker and vendor is the glue that keeps this bond together.
Once you have established an initial relationship with a broker or vendor, be sure to maintain the relationship throughout the negotiation.
We like to refer to important connection points, such as a sport or hobby that interests the seller.
For example, you might say "Even if you had to settle for $6 million, at least you'd be finished with that, and you could sail every day."
Here are a few things you need to focus on to maintain connectivity.
Points of commonality with the broker or salesperson. If you know the broker loves soccer, make sure you know enough about recent games to discuss the weekend's results when you call to verify registration at the start of the week. Ideally (and even though it may sound a little creepy), you can use a database to monitor broker and seller interests. Otherwise, you will never be able to remember which one of your customers loves football and music and which one loves horse riding and tennis.
One of the advantages of investing in real estate is the number of attractive people you encounter. When you get to know someone, one of the advantages is that they share details about their hobbies and areas of interest. The key is that you care about what's important to them, although you don't have it in common. So, you can make a friend as well as know everything about a new sport, business, or any other passion that you may not have experienced before you met this individual. Because people like to talk about themselves and what's best for them, the more you can get the broker or landlord to share with you, the more you will feel in touch with one another.
Additionally, in my years of experience, I have noticed that a good rapport between you and your client gives them confidence that you will never let them down — a sense of security that every home seeker must feel toward their real estate agent.