<\/h1>\n

3 Tips for Using Rapport to Turn Prospects Into Clients<\/h1>\n

[mashshare]\n

---

\n

In sales-oriented industries such as real estate, first impressions often make the difference between\u00a0closing and going home empty-handed. That\u2019s why building rapport with potential clients is something all agents\u00a0must know how to do.<\/p>\n

So, whether you\u2019re beginning your real estate career or already a seasoned agent, improving your ability to get people to know, like and trust you is always a good idea. Besides, it won\u2019t take long, especially with some help from Isabel Affinito. Affinito is an expert on building rapport, and she shared some excellent tips with listeners during her podcast interview with Pat Hiban. For an overview of Affinito\u2019s top three rapport-building tips, read on.<\/p>\n

1. Ask plenty of questions<\/h2>\n

When you meet a potential client for the first time, Affinito recommends you remember one thing in particular: They don\u2019t care about you.<\/p>\n

What she means by this is that people don\u2019t want to hear about how many homes you\u2019ve sold or why you\u2019re the best real estate agent in town.<\/p>\n

Instead of talking about yourself, you should learn more about the potential client. Ask him or her questions. Find out more about what they\u2019re looking for in an agent, and also take the time to learn more about their background and interests.<\/p>\n

Even if your goal is to just build a business relationship, asking personal questions won\u2019t hurt. In nearly all cases, it will actually help cement your position as their real estate agent of choice.<\/p>\n

2. Structure your conversations<\/h2>\n

While you should be asking potential clients plenty of questions, you shouldn\u2019t ask so many that the conversation starts to feel like an interrogation. One of the easiest ways to ensure your conversations flow as smoothly as possible is to ask two questions before following with a comment.<\/p>\n

Here\u2019s an example taken from Affinito\u2019s podcast interview:<\/p>\n

So, you like to go hiking?<\/p>\n

Where do you like to go?<\/p>\n

Oh, awesome, I\u2019ve never been to any of those places, but I\u2019d love to check them out!<\/p>\n

Obviously, not all of your conversations should follow this structure to a tee, but if you\u2019re really struggling to find the right flow, it\u2019s a great tool to use while building confidence and experience talking to prospects.
\n<\/p>\n