Let’s face it, as Realtors we need our clients to trust us.  They are about to make one of the largest purchases of their life and they are relying on you to be their resource, their expert, and their advisor.  While we often work with the advantage of working with referrals, each client is different and you have to build trust with each one.  Sometimes, we only have a short time to do so.

So, how do you build trust with someone when you just have a few minutes?

The key, which is pretty obvious, is to get them talking.  Most people love to talk about things that are important to them.  Knowing that, here are a couple of easy ways to get them talking.

1) Vocation and Avocation

Vocation is what we do for a living.  Avocation is what we do when we aren’t doing what we do for a living.  Talk work and talk play.  Talk family, hobbies, and chime in with your own, similar experiences.  Once you get to talking about these items, it can sometimes be hard to stop.

2) Current Events

Yes, I know it sounds a little cheesy, but current events are pretty easy ways to start a conversation.  The trick is that you have to know what you are talking about.  We know, without doubt, that the best sales people are those that are well-read and/or well-travelled.  You might not be a sports fan or political creature, but scan the headlines of the local paper each morning so you have an idea of what is going on in your world.

3) Geography

“So, are you from this area originally?”  With that simple question you can take a conversation any number of ways.  If you’re a local and they are too, ask more questions and share experiences.  Again, going back to the well-read and well-travelled angle, if they aren’t local and you’ve been where they are from or know something about it, you can take that angle.  If you don’t know about their hometown, and they’re new to town, suggest some places to visit or restaurants to eat that show a local flair, but might not be in a travel brochure.

If you find yourself having a hard time building commonality with new clients, try a few of these ideas.  Remember, keep asking questions and get them talking.  Next thing you know, you’ll be old friends.

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