Real Estate Investors Must Build Rapport With Home Sellers

Rapport What Is Rapport?

Rapport is about building a relationship, especially one of mutual trust or emotional affinity.


Be A Genuine Person
As real estate investors we are in the professional business of getting houses under contract. The intent is not to make the homeowner feel like you are trying to steal their home. Walking into a person’s home without the thought of taking any genuine interest in them will leave a lot of money on the table. It could even come across as outright disrespectful. The motto is doing unto others as you would have done to you.

Remember And Use The Homeowners Name
One of my recommended readings is Dale Carnegie’s "How To Win Friends And Influence People". To quote Dale Carnegie “a person’s name is the sweetest sound in any language”. Taking the time to remember and use a person’s name is a sign of genuine interest.

Tip: Use a person’s name 3 times in a 45 minute time frame.

Some real basic topics to cover that help to build rapport include Family,Occupation and Recreation.

• Family – Talk with them about their family or pets
• Occupation – Discuss what they do for a living
• Recreation- What are their interests or hobbies

A lot of these things are very noticeable from the conversation over the phone, pictures on the wall or other indicators in the home.


Comment The Homeowner On Something
Have you ever had some on comment you on something and immediately you felt warm, smiled, or felt an instant boost in self-esteem? Comments just make people feel good so don’t hesitate to comment your homeowner’s on whatever you feel is best. It could be the home, their family, taste, occupation you get the idea. Now I am not suggesting outright flattery. Flattery is fake finding something genuine to them comment on is highly recommended and believable.

Body Language
Always use eye contact, good posture, gestures and if comfortable smile. Smiles are very welcoming and inviting if you’re just not into smiling practice it until you’re comfortable. Also remember just one smile goes a long way. And definitely no frowning, turning up your nose, or brow beating. Genuine, kind, natural, postures to help the homeowner feel comfortable.

Listening
Allow your home owner a chance to speak without interruptions. Again genuinely listen, or if your mind begins to wander a little nod and keep eye contact. But it’s best to try as hard as you can to listen and free your mind of distractions.


These are just some really basic ways to successfully build rapport with your homeowners. And always remember rapport is important!



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