The Most Important Part of Any Presentation
Believe it or not, the single most important reason people do business with you is rarely because of your ability to get the job done or because of your knowledge of the market. It almost always is because the client likes and trusts you.
People don’t care what you know until they know you care.
Believe it or not, the most important questions you can ask a client aren’t about Real Estate. Long term relationships are built when your client feels comfortable with YOU.
Clients feel comfortable with you most often when there are common interests. For example, by asking questions about family, occupation, recreation (FORBES), and about plans for the future, you build much greater rapport as you get to know your client on a personal level. Also, don’t forget, most people like talking about themselves.
It could be argued that 75 – 80% of your client relationship development effort should be attributed to selling yourself by getting to know your client. To do that, you must ask as many questions as possible.
What’s the best way to begin building rapport by finding common ground? In every situation, with every buyer and with every seller, use the following phrases:
If you don’t mind, I’d like to ask you a few questions to help me determine how I can help. That way I can be specific with the information and suggestions I believe will best meet your needs (goals, objectives, expectations).
Asking permission is not only respectful, it’s also the best way to take the lead or establish control. Know your clients; it’s the most important part of any presentation.