There are more than two million real estate agents in the US. The average US realtor has about nine years of experience. Over 40% of home buyers choose an agent based on a recommendation.
If you want to find new leads and close sales, building compatibility with clients is essential. Without the client's trust, they will turn away. They might choose one of your competitors instead.
Here are 10 tips for building rapport with your clients. Using these tips, you can build brand trust and loyalty. Then, you can retain home buyers as future clients and develop repeat sales. Your ROI could rise as a result.
1. Improve Your Appearance
You only have 27 seconds to make a strong first impression. Meanwhile, about 69% of Americans form an impression of someone before they speak.
If you want to start building rapport with clients, you need to consider the impression you are making. Your appearance should help you connect with people. If you look disheveled, however, it could scare clients away.
They will choose a real estate agent who looks professional and mature instead.
Try to dress a little "better" than your clients. Try wearing light layers, too. If you arrive and realize you are overdressed, you can remove a layer.
Consider how you dress. Is it the appropriate dress code for your showings and meetings? Consider speaking with another real estate agent for help.
At the same time, it is important to remain genuine and be yourself. Clients will recognize when you are being fake. They might feel uncomfortable around you if it seems like you are putting on a facade. Instead, focus on authenticity.
You can make a strong first impression by arriving for any meetings on time. In fact, it even helps to plan to arrive a few minutes early. You never know when a wrong turn of traffic can cause unwanted delays.
It also helps to have a winning smile. Try to appear warm and confident. Your smile could put your clients at ease.
Do not go overboard, though. You might look insincere otherwise.
2. Work on the Basics
When building a relationship with clients, it is important to focus on the basics. For example, you should:
- Relax
- Smile
- Remain culturally appropriate
- Listening carefully and attentively
- Do not overstay your welcome
- Keep your head up and maintain good posture
- Remember the clients' names
If you are feeling nervous, take a deep breath before each meeting. Then, run through this list.
It helps to remember that building good rapport is all about communicating. Listen before you speak. You will have a better time understanding your clients and their needs.
They, you can start building trust and empathy.
Your clients will recognize you are willing to listen. They will feel more comfortable around you, allowing you to work on making a sale.
Try using these strategies for finding new clients before practicing these ways to build an affinity.
3. Find Common Ground
You can also build good rapport by finding common ground with your clients.
Let your clients talk about themselves. Try to show genuine interest in their interests. Your clients will recognize you are listening and have an easier time opening up.
To find common ground, start asking questions. Focus on open-ended questions about:
- Where they went to college
- Their career
- Their hobbies
- Where they grew up
- Their favorite sports teams
- The local area
Finding common interests can help you build an initial connection.
Remain curious around your clients, too. Let them talk and show them you are listening. Thoughtful questions can help you build trust.
While you want to find common ground, remember: you do not want to appear fake. You could make clients feel comfortable otherwise.
As you talk, try to find common interests you are passionate about. Your clients will recognize that passion and want to listen.
If you are not good at small talk, do not try to force it. Instead, let your clients see the real you. Rely on simple attributes people appreciate, like honesty.
4. Share Experiences
As you review these tips for building rapport, consider scheduling in-person interactions with your clients. If your clients are interested in social distancing, that is okay. Schedule video chat meetings instead. You do not want to push your clients into a situation that would make them feel uncomfortable.
Human interaction can help you build shared experiences. You can work collaboratively together to find your client's dream home. Working together will help you connect.
Your clients will feel more comfortable around you and come back for help.
It is important to remind yourself that it can take time to build a good rapport. It will not happen overnight. You will need to spend time together.
You will have an easier time demonstrating your personality and values with every meeting.
5. Display Empathy
Empathy will show your clients that you care about their point of view. In order to understand their perspective, you need to know what makes them tick.
To display empathy, you need to understand your clients first. Discuss their likes, dislikes, wants, and needs. Consider the recent problems they have faced in real estate and their successes, too.
Remain curious as you speak with your clients. Then, use active listening to ask the right follow-up questions. Active listening can help you show clients they care about their needs.
Try to pick and choose phrases to repeat. Repetition will show the client you are listening. They will notice you are speaking their language.
Ask plenty of questions, too. Your clients likely are not concerned about how many homes you sold last month. Instead, they want to know how you can accomplish their unique goals.
In order to demonstrate empathy, you need to know as much as you can about your clients.
For example, what attributes are they looking for in an agent? Consider their interests and background, too. Asking personal questions can help you build stronger relationships with your clients.
What is the importance of building rapport? For starters, it can help you gain more satisfied clients. They could also refer you to friends and family members in the future.
A little honesty can go a long way when building a trusting relationship with clients. If you hold back or seem dishonest, they will turn away. Try to remain candid around your clients.
For example, you can let them in on sensitive business information about your revenue.
Find ways to appear vulnerable, too. Your clients will have an easier time being vulnerable with you if you take that first step.
6. Mirror Them
We tend to prefer people we think are just like us. You can use a mirroring and matching technique when building rapport with clients. Your clients could have an easier time connecting with you as a result.
To mirror and match:
- Pay attention to the client's body language (gestures, posture, expressions)
- Adopt a similar temperament (introverted versus extroverted, exuberant versus shy, etc.)
- Use similar words and phrases, matching the client's speech style (including tempo, volume, and tone)
Try to use discretion and common sense. You do not want to mimic every gesture and word. Otherwise, your actions could seem offensive.
Instead, try to remain subtle. Aim to synchronize your behavior with the client's. They should not even realize you are doing it.
Unfortunately, it can take time to mirror and match. Try practicing with friends, family members, and colleagues.
7. Keep Your Word
Remember, clients will not trust you if they found out you were dishonest in any way. If you want to build a strong relationship, you need to gain the client's trust.
Keep your word, whether you have made a small promise or a big one.
That includes setting times for meetings and phone calls or showing up on time. If you promise to deliver information or solutions, do it!
If you keep rescheduling phone calls, your clients might think you are not making time for them. They could get frustrated and decide to take their business elsewhere.
8. Demonstrate Your Expertise
About 84% of new homebuyers say the information they found online was crucial. Instead of waiting for them to find information online, offer the information they need. Show your clients you have the experience and expertise they are looking for.
Your clients will feel more comfortable trusting you if you understand the industry inside and out. Try to offer a unique perspective, too. Leverage your years in the industry.
Otherwise, keep learning. Remain up-to-date with local and national real estate trends. Here are nine tools that can help you become a better real estate agent.
9. Send Useful Info
Read articles and refer to them in conversations with your clients.
Then, offer that information so they can see it for themselves.
Proactively sending your clients useful content will help you remain top-of-mind. They will also recognize that you are there to help. Then, you can use those conversations as an opening.
Make sure to choose information your client is interested in. If you are sending random articles, you might frustrate clients instead.
10. Stay Organized
Once you gain the client's trust, it is important to keep it. You can use a CRM to organize your client information. That way, you will have an easier time remembering past conversations and interactions.
If you confuse one client with another, they might feel insulted. Instead, remain organized and keep your facts straight.
Gaining Long-Term Clients: 10 Tips for Building Rapport With Clients
Your clients are looking for a real estate agent they can trust. With these tips on building rapport, you can gain the client's trust. Then, they will keep coming back every time they are planning a move!
With a good rapport, you can develop repeat sales and improve your ROI.
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