For any client meeting, the start up conversations are very critical. Here both parties will assess each other; the client tends to be keen, especially if they want to know if they can trust and if they are dealing with the right person. The same goes for the real estate agent – they have to know immediately what their client wants in order to close the deal as smoothly and quickly as possible.
For any real estate agent, putting their best foot forward is always advisable, but how can one do this if some clients build walls between them? Whether you like it or not, there will be initial tensions and jitters.
Answer: Building client rapport equates confidence and trust.
Icebreakers can lead to the success of the sales pitch. It is appropriate, however, that the timing is perfect. Everyone involved should also be comfortable. Breaking the ice at a bad time will not only be a waste of time, but also an embarrassment for you and everyone involved. It is important that you understand that one pattern may work with one client while the other may not receive it as gladly. Your clients come from different walks of life, with different cultures, and different outlooks and perspectives.
You need to handle your icebreakers with the utmost sensitivity, and make sure you still retain focus. Sometimes, the trouble with icebreakers is that your client gets too comfortable, and your sales pitch goes off track. Keep your ice breaker fun, but short.
Icebreakers are a great way to get your client’s attention. When this happens, make sure to pay back the favor. There have been countless instances where sales conversations start up well, and then turn out badly, as real estate agents seldom listen to their clients, and the whole situation ends up on rocky ground.
So, what are the best ice breakers?
Well, to start off, instead of using scripted ice breakers about the weather and how the traffic was on the freeway, you can ask something that your client is genuinely interested in. How? Using social media, you can search your client, and you will be surprised how much information you can glean in an instant.
For example, if you found out that you went to the same college, you can say something about it during your first meeting. But, of course, don’t pitch it as if you have stalked them for years. That would be too weird and awkward.
If there is no common denominator between you and the clients, the tendency of most sales agents is to ask them “how was their day,” or “how was their weekend.” You may ask this, but remember, these people may be time conscious, busy, or worse, tired. So, make your icebreakers very general.
You can say something funny about you or what you have experienced within the day, just to make your client feel connected with you, instead of you trying to connect with them.
In the context of popping any icebreakers, make sure that you are genuinely committed to being that someone they want to deal with their business.
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