1. Talk with people.
High touch beats high tech every time.

In this day and age of high tech (email, text, facebook messenger etc) it’s refreshing for people to see and speak to their agent. I have experienced this personally with a property transaction where all the negotiations were conducted via email. Some agents believe that because this is the way that everyone is doing it, that it is the most efficient way.

Do you want to be like everybody else or do you want to differentiate yourself and build great relationships with your clients and customers? The choice is yours…

Speak to and see your clients and customers at least once per week. If seeing them all in person is not possible, call them.

What do you say when you call? Talk to them about them… simple. Ask good questions and listen.

2. Listen.
Who is your best friend? Think about that for a moment.

Why are they your best friend? Is it because you can speak with them freely and you feel they listen to you intently?

I had a saying in my office, “I am going to give people a good listening to.” Most people don’t say this; they think that getting their point across will convince their client to their way of thinking.

You will never win an argument with anyone. Listening is a learned skill.

If you are to win anyone over to your way of thinking, the first thing you have to do is listen to them by asking good questions.

If you are attending many listing appointments and not listing many properties, then you are talking too much and telling them how good you are.

A good powerfully personalised listing presentation consists of asking good, intelligent questions and leading people to tell you what you want to tell them. Good listeners get many more listings and make more sales. This is the cornerstone to building rapport in real estate sales.

3. Focused attention.
On every contact you have with another human being, you must stop and give them your entire attention.

Everyone is an attention seeker. People crave attention.

Children will demonstrate a new skill and then say: “Look at me! Look at me! Look at me!” It’s no different with adults. Everyone wants positive recognition.

Giving people your full undivided attention means you are on your way to building rapport in real estate sales. If people like you and trust you they will list with you. It’s very hard to get people to like you and trust you if they see you once and then all your communication is electronic.

People love to talk to people who listen to them so speak with people instead of messaging.

The biggest complaint that sellers have is that they never hear from their agent. Give them a good listening to and by hearing people out you will build great relationships and you can turn hostile people into raving fans.

Everyone you come into contact with is an attention seeker. So win friends and build rapport in real estate sales by noticing something good about everyone you come in contact with and then giving them your undivided attention.

When you go to see your family doctor, they ask, listen and give you their full attention. They make you feel special even when they have bad news.

Make everyone you come in contact with feel special, then people in your area will refer to you as their family real estate agent.

You can’t do this through email and text but you can in person and by asking good questions, listening and giving people your full attention.

To find out more about how to create more consistency in your results and add an extra $100,000 to your income in the next 12 months click here for a complimentary one hour training session.