How To Build Instant Rapport At Market Appraisals.
Imagine you’re one of the three agents called out to do market appraisal of home ready to go to market.
Let’s assume your fees are the same.
You’ve been out to do the appraisal and confident you can find a buyer for Mr. & Mrs. Matthews property fairly quickly , and from your perspective the appointment went well.
The appointment ends with the Matthew’s saying call in the morning .
The next day you call Mr & Mrs Matthews only to find they have decided to go with NVQ & CO instead of you .
You’re gutted.
You’re brain goes into overdrive with why questions ?
Why did they choose NVQ & Co, or I can’t understand why they didn’t choose us
Here’ the short answer you were not in rapport.
Been in rapport is like playing the card game snap.
Drop dead simple when done right.
Not sure how to build rapport !
Follow these three steps to gain Instant rapport with Prospects:
1 Match language modalities
Ask open ended question to discover the motivation for selling their home, then listen to the language modalities patterns .
The main modalities are as follows….
Someone with Visual modality will say: oh I see what you saying (theses people think in pictures)
Someone with Auditory modality that sound’s like a fair Valuation Price (these people run an internal dialogue processing things in sound-clouds)
Someone who has Kinaesthetic modality will say I feel confident you will do a good Job selling my property (they have gut feeling and a touchy feely way of processing information)
2 Mind your Language
When selling your service offerings ensure you don’t sabotage the sale by communicating in the wrong modality which will break rapport in a heart beat.
Its like singing out of tune, you will be sending mixed messages to your prospects.
Now this is where it gets tricky when you’re going on any type of viewing or valuation where both partners are present they will most likely have different modalities
That’s why you will have these tug of war scenarios
Where one person likes you and the other partner is rooting for the other Guy you have to gain rapport with both Mr & Mrs Matthews.
3 It’s not what you say that is important its how you say it.
Communication Research shows that …..
Words represents only 7% of what Actually Influences Human Behaviour.
Voice Qualities represent 38 % of what influences another human being. In other words how you use your voice will affect the outcome of the sale more than what you say.
Physiology represents 55% the way you use your body represents the majority of what actually influences people when you selling.
I could write 10 blog posts about rapport building there’s,a lot more to this subject matter so I’m barely scratching the surface..
In fact as i write this post I’m testing out new telephone prospecting rapport building system the early results are impressive the clients using it currently are blown away, I intend sharing a few nuggets in a future post @ http://www.postcodemanifesto.com/.
Remember all the insights I have just shared with you apply to accompanied viewings also.
If you need help with rapport prospecting call Rob the Manifesto Guy and let’s have a chat 07973 73 5552 0845 625 0320 or email info@postcodemanifestio.com
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