Building your network, or area of influence, is essential if you want to succeed in real estate for a long period. This will assist you in converting leads into loyal customers.

You and your clients need to have mutual trust for this transition to occur.

If people like talking to you and trust you, they will stay with you.

The necessity of creating your own real estate network

The majority of individuals believe that real estate brokers prioritize the requirements of homeowners or those looking to purchase a house over their own.

If you want to close a deal, you must convince them otherwise. The greatest method to ensure that your business will expand on its own is to have faith in your network, which includes both current and past clients as well as family and friends.

So, are you curious about how the top real estate brokers get to know their customers?

We've included some advice that will help you get along with anyone, be they a potential consumer, vendor, or buyer.

Seven Tips For New Real Estate Agents On How To Build Trust, Rapport, And Relationships

 

Interest And Caring

The first phase in a two-step approach is to focus on curiosity and empathy.

Relationships will automatically grow if you genuinely care about the individual you're working with, their motivations for relocating, and what specifically pulled them to our neighborhood.

So, how can you develop your innate curiosity and kindness?

Being prepared with questions is crucial.

Instead than speculating about your potential, try to understand it better.

 

By Asking Questions

Being aware that this is going to be a tough deal and that the prospect is thinking about a lot of things can help you relate to them.

Remind yourself to keep an open mind, be kind, and listen more. Make sure the client knows you're working for them.

 

What You Need To Do to Be Likeable?

There are a few things you must do to win over the opposite side. Take their name, for example, and use it frequently. Ask them lots of crucial questions as well. It will create a link on its own.

What do you have to ask now?

A nice place to start is with "What made you get in touch with us today?"

Asking someone this question is an excellent way to get to know them. The prospect will most likely simply provide us with a brief response, which is one issue.

"Well, it was time to move, it was time for our family to get into a bigger house, etc." is what they'll say.

This indicates that you need to learn more, so you do the same thing: you ask another (follow-up) question.

The following two queries may be helpful:

If you inquire, "Tell me more," they may respond that they are prepared and wish to move into a larger home. When you ask for further details, they continue.

Ask "Can you explain that further?" to learn more. When people say, "I want to be near XYZ," For me, this is a huge thing. "Could you explain that more?" ask again. Repeat repeatedly.

By doing this, we are encouraging children to look beyond the obvious, which is how relationships are formed.

Be cautious: we frequently ask a lot of questions because we believe that's all we need to do.

This will make you feel like you're being interrogated rather than improve your relationship. Be careful not to ask questions merely for the purpose of asking them. Rather, make sure you're asking the appropriate questions that will help you learn more about the individual.

 

Gong Data

The amount of conversation a salesperson should have with a prospect was examined by a program called Gong, which records sales calls.

Interestingly, the client gets to speak 60% of the time, whereas the top salesmen only speak 40% of the time.

This is intriguing because it implies that sales representatives do more than simply ask clients a series of questions and then take a back seat; instead, they probe farther to determine the source of their concerns.

 

Who Talks The Most?

As a general rule, the person who talks the most in a sales conversation is more likely to think the conversation went well.

When you give a listing presentation and talk the whole time, you'll feel like you did a great job. On the other hand, the potential won't think the meeting went so well.

Both people should feel like they had enough time to talk, and the prospect should feel like they were heard.

 

The Place

As a real estate agent, you're in a great situation because you have conversational weapons, and location is one of them. You know where their house is or where you might buy it.

What do we really mean by that? Think about this: a seller calls you, and you're interested in their property. A easy way to get to know someone is to ask them about their neighborhood.

You can ask, "Hey, do you spend a lot of time at the park?" if you know the area well. Because I know the shops, parks, and landmarks in the area. Do you know about XYZ coffee shop?"

And doing this makes it a great way to get to know someone.

 

Building And Planning

These two ideas can help you get to know someone better once you're in their home.

You can talk about how much you love their hardwood floors and think their appliance names are the best, etc., because you both have a basic understanding of building and design.

 

Say It Again And Again

This approach involves having someone explain something to you, after which you will rephrase it.

When speaking with others, this is a tremendously useful tool. The buyer might state, for instance, that they are searching for a four-bedroom, square-foot home in a certain neighborhood near a particular school and that they would like to live in a green location.

Instead of saying exactly what they said, you should say something similar but a little different.

By doing this, you might let them know that you heard them or that you believe what they said is correct. This leads to the creation of a fast link.

The majority of real estate brokers believe they are acting in their best interests. You must demonstrate your genuine support for them. You can establish a connection with them and give them the impression that you heard them by using the repeat and rephrase technique.

 

Tonality Of Voice

Another trick is to pay attention to the tone of their voice. When you talk to someone, you have to talk quickly too. If they're slow and quiet, you have to be quiet too.

Think of the person as a friend to do this. Because you see them as a friend, you will start to move in time with them.

One more good thing about this approach is that it will make you naturally more curious and good with people.

 

Being Open And Brave

Finally, we have courage and weakness. You need to take part in the talk, not just listen.

Then how do you go about that?

 

Come To An Agreement

Additionally, you must maintain perspective and be prepared to be candid.

You can discuss a personal story or connection you have with the park across the street or the school.

Take it a step farther and display some vulnerability. The person we're speaking with might be reluctant to sell their house since they're dealing with some issues. You could discuss the issues you experienced when you sold your home two years ago.

You can find common ground in this way.

 

Don't Hold Yourself Back

People who disagree with us often say things like, "It's hard for me to find common ground because I don't think I'm interesting."

The moment we hear that, we question it right away.

Most of the time, you're just holding back your thoughts because you don't believe your point of view is valid or because you're afraid of how you'll come across.

Most of us aren't sure enough. As we let down our guard and inner judge, connection grows.

Make Sure You're Taking In The World Around You: Most people's lives are interesting, but if you say yours is boring because you do the same boring things everyone else does, you should start trying new things.

Spend more time with your friends. Get interested in a new show. For fun and interest, read things that interest you. Find a show that goes well with what you're doing. Take the path that not many people have taken.

The more open-minded you are, the more likely it is that you will connect with people through shared hobbies.

 

In Conclusion

Establishing a relationship with a potential client is a pretty safe way to make a sale. It also helps you gain more real estate clients and keep them for a long time.

In the end, this is one of the main things that will determine where your next tip comes from.