If you want to be successful in real estate for a long time, you need to build your network, or area of influence. This will help you turn leads into long-term clients.

In order for this change to happen, you and your clients must trust each other.

People will stick with you if they trust you and like talking to you.

Why you need to make your own real estate network!

Most people think that real estate agents put the needs of homeowners or people who want to buy a home ahead of their own.

You have to persuade them otherwise if you want to make a sale. Trusting your network, whether it's family and friends or current and former clients, is the best way to make sure that your business will grow on its own.

So, do you want to know how the best real estate agents get to know their clients?

We've put together some tips that you can use to get along with anyone, whether they are a buyer, seller, or possible customer.

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

Interest And Caring

Putting your attention on interest and empathy is the first part of a two-step process.

If you're truly interested in the person you're working with, their reasons for moving, and the things that drew them to this neighborhood in particular, rapport will naturally develop.

So how do you grow your natural kindness and curiosity?

The important thing is to be ready with questions.

Don't guess about your potential; instead, try to learn more about them.

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

To win over the other side, you need to do a few things. For instance, learn their name and use it a lot. Also, ask them a lot of important questions. A link will form on its own.

Now, what do you need to ask?

"What made you get in touch with us today?" is a good place to start.

This question is great for getting to know someone. One problem is that the prospect will probably only give us a short answer.

They'll say something like, "Well, it was time to move, it was time for our family to get into a bigger house, etc."

That means you need to find out more, and you follow the same steps: ask another (follow-up) question.

Here are two questions that might be useful:

If you ask, "Tell me more," they might say that they want to move into a bigger house and are ready for it. They keep going when you ask for more information.

To find out more, ask, "Can you explain that further?" "I want to be near XYZ," they might say. This is a big deal for me." Ask again, "Could you explain that more?" Do it again and again.

By doing this, we're pushing them to go deeper than the obvious, which is how relationships are built: by going beyond the obvious.

Be careful: when we ask questions, we often think that's all we need to do, so we ask a lot of questions.

This won't help you get along; instead, it will feel like you're being questioned. Make sure you're not just asking questions for the sake of asking them. Instead, make sure you're asking the right questions that will give you useful information about the person.

Gong Data

A tool called Gong that records sales calls looked into how much the salesperson should talk when talking to the prospect.

It's interesting that the best salespeople only talk 40% of the time, so the client gets to talk 60% of the time.

This is interesting because it means that sales reps don't just ask customers a bunch of questions and then sit back; they dig deeper and try to figure out why they are worried.

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 method works by having someone explain something to you, and then you will say it in a different way.

This really does work great when talking to people. For example, the buyer can say that they want to live in a green area and are looking for a square-foot home with four bedrooms in a certain neighborhood close to a certain school.

You shouldn't directly repeat what they said, but you should say something close that is slightly different.

This will let them know that you heard what they said or that you think it sounds right. Because of this, a quick link is made.

Most people who use real estate brokers think that they are looking out for their best interests. You need to show them that you're really on their side. The repeat and rephrase method can help you connect with them and make them feel like you heard them.

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

Also, you need to keep things in perspective and be ready to be honest.

If you are talking about a school or the park across the street, you can talk about a personal experience or link you have with it.

Step it up a notch by showing some weakness. It's possible that the person we're talking to is having some problems that make them hesitant to sell their home. You could say that you sold your house two years ago and talk about the problems you had.

This is how you can find common ground.

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.