As a real estate agent, you yourself are your primary product. You're selling the knowledge in your head: your experience and your guidance to a client. People choose to hire you because, well, they trust and like you. This means that your ability to immediately build rapport with potential clients is paramount to success.

The agents I know who are most successful seem to have a flair for analyzing people and catering to their unique personalities. Applying a little client psychology can aid in successful client relationships, and help build rapport quickly. 

Here are a couple techniques to master when meeting a new business prospect for the first time:

• Immediately make your client feel at ease: Be relaxed and comfortable yourself. Nervous energy is contagious.

• Demonstrate professionalism: State your qualifications and experience early on in your meeting so the client knows they can trust you.

• Practice active listening: Jot down a couple notes and repeat back the most relevant points a client mentions. They'll share more with you since they know you’re paying attention.

• Validate their ideas and fears: “that's an understandable concern” or “that's a really good point" makes a client feel important. You'll build camaraderie by being on their side.

• Offer useful industry insight: Once you’ve listend to the client explain their needs and goals you have an opportunity to give gentle guidance to let them know they are working with an industry expert.

• Find common interests: It never hurts to discover you both love baseball. You'll enjoy their company more as well if you have some off-topic interests to discuss. Also, if they're new to the city you'll be able to offer tips relevant to their interests, like clubs or organizations they may want to participate in later. 

All of these tips have one thing in common: they're intensely focused on what the client wants, needs and how they feel at all times. You're selling yourself – but ironically the easiest way to make someone like you is by making them feel that they are important and that you like them. Give these first impression tips a try to see just how effective it can be for selling your product: you!

Looking for leads to grow your real estate clientele? LeadToRealty provides fresh, high-quality new business prospects for agents. Give us a call at 1-800-311-7780, x2 or get started online now.