During one of our workshops at Bayut Academy, we discussed some ways to build rapport with clients and how to use rapport as a means to establish a connection while prospecting in real estate. If you are curious about how to build rapport with a customer, read on for some helpful tips.
Most experienced agents have attested to the fact that one way to reach out to more clients as a new agent is to build relationships with them, thereby making a mark in their memory.
But what exactly does building rapport mean, and what is the best way to go about it?
The Importance Of Building Rapport With Clients
Having a good conversation with your clients can help you understand your client better. While having good rapport can be a great tool to build trust, this can also help you better understand their real estate needs and hence close deals faster.
Considering the fact that real estate is an industry that relies on word of mouth, your reputation heavily depends on the quality of conversations you have with your clients. Building rapport with your clients shows that you truly care about their needs and requirements, without ignoring their opinions. Being a good listener helps to earn your clients’ respect.
Imagine each of your clients referring you to their friends and acquaintances seeking property (which is something that commonly happens in the UAE). Having that solid reputation in the market is directly proportional to your sales, so if you’re looking for a route to increasing your sales, here’s one way to go about it.
How Do You Forge A Bond With Your Client?
One may assume that building a connection with people is strictly reserved for the extroverted. That’s where you’re wrong – anyone can, with the right attitude.
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Picture this: You are picking your client up from their home for a property viewing. This is your window to building rapport with your client! Kick it off by asking them how long they’ve been in the UAE.
You can also ask them about their interests outside work in the city, chiming in if you spot something in common with your client. For example, if they say they enjoy Opera, you could always talk about wanting to explore the opera scene in Dubai, or perhaps your visit to the Dubai Opera
You don’t have to stop there, ask questions that are general and not too intrusive. We would recommend not asking someone’s nationality unless they mention it themselves, as in the UAE several expats are not comfortable in mentioning their nationalities to realtors. Avoid inquiring about your client’s families, as this topic may also seem a bit touchy to single individuals. Talk about vacation plans, the latest happenings in the city, the economy, etc.
Before heading off into asking questions, ensure you’ve structured your questions the right way. Don’t make it sound like a string of questions from an interrogation, but rather, a stream of questions that match the conversation.
Mastering the art of having a good conversation and learning to build rapport with clients won’t happen in a day, it takes practice and time to better oneself at it. Join us at the next session of Bayut Academy to learn more about improving your social skills and making it to the top of the real estate game! You can also take a look at our detailed resources for agents in our Content Corner.