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+BuilD instant rapport
just as in any other presentation, your listing presentation needs to start strong and end strong.
The beginning and the end are
the most important parts. But
the beginning isn’t when you
start talking; it’s the moment
you walk in the door, before
you say a word. Sellers are not
going to trust you until they
like you. To get them to like
you, you must make sure they
understand that you care about
them. So make sure their first
impression of you is a positive
one. Smile, show genuine
interest in them and their
needs, and look professional.
Those first few moments of
your meeting, before the actual
presentation begins, will set the
stage for rapport building.
Once you start the actual
presentation, add enthusiasm
to your voice and facial
expressions.
Being
boring
will make it extremely difficult
for you to build rapport. The
seller will be nervous. They
may be moving their children
to another school. There may
be medical issues that caused
the move. They might need as
much money out of the sale of
the house as they possibly can
get. They want to make the right
decision for themselves and
their family. And they’re looking
to you for your expert guidance.
Unfortunately, there are still
many agents who start the
presentation by bragging about
their company or themselves.
But that’s not what’s important
to the homeowner—at least
not up front. What’s important
to the homeowner is that they
know you care about them,
not how much you care about
yourself or your company.