It’s About Asking Permission to Ask Questions
Most people make a determination as to how they feel about someone new within the first few minutes of meeting them. There are 3 things you want to accomplish when you first meet a new client:
- You want to build rapport and trust. Do this by keeping the subject away from real estate as much as possible. Remember, “people don’t care what you know, until they know that you care.” This can be done by using FORBES- Family, Occupation, Recreation, Body/Health, Education, Spirituality
- You want to establish control. If you don’t, you will be at a disadvantage and it is unlikely your clients will see you as their “trusted real estate advisor.”
- You want to gather as much information as possible so you can begin to craft a winning strategy. “If you don’t mind, I’d like to ask you a few questions to find out where you’re at, (or what your goals are), in that way, I can be more specific (or efficient) about the information that I share because it will directly apply to your situation. I don’t like to make recommendations until I know that what I’m saying applies to you. I find this is much more respectful of your time and mine.”
- This is a great script to use to begin any new relationship where a client already has a need. Remember, if you don’t have enough information, your strategy is likely to be flawed. If a client is not comfortable answering your questions, there is a disconnect. You need not go any further until you address the trust issue.
- How can these goals be met? When you first meet someone, get their permission to ask questions.