How Real Estate Agents Can Build Rapport With Potential Clients

Ask Questions and Get to Know Them

One of the biggest pitfalls that new or inexperienced real estate agents make is talking too much about themselves during an initial conversation. They may believe that new clients want to be reassured about their experience, but the reality is it’s much more important for agents to get to know the clients first.

The best way to do that is by asking questions. Try asking them about their jobs, what they do for fun, and what they're looking for in a new home. Make sure to ask open-ended questions, which allows new clients to share their needs with you.

Practice Active Listening

The simplest way to make potential clients comfortable and relaxed during your initial conversation is by practicing active listening.

As you ask questions, make sure you’re taking the time to listen to their responses instead of just strategizing your response. Most people can feel when someone is doing that to them, and it’s a quick way to lose their trust.

Be Honest

Honesty is crucial when building trust and rapport with a potential client. If a client commits to working with you or signs a contract only to find out later that you’ve been dishonest about your knowledge or abilities, it can diminish the trust you’ve built.

Don’t try and "fake it till you make it." If you don’t know the answer to one of their questions or need to loop in someone else who has more relevant expertise, be honest and tell them upfront.

Keep Promotional Items Handy

Regardless of how long you've been an agent, you should always carry some promotional items that you can casually give out during meetings. These items don't have to be costly, as the goal is to offer potential clients something that acts as a reminder of your services.

A perfect scenario where this is helpful is if you've spoken with an interested buyer a few times, but they've decided to put their house hunt on hold. When they're ready to begin looking again, your magnet, pen, coaster, or stress ball may remind them that they have a great agent in their network already!

Follow Up

Following up on your initial conversation is essential when first getting to know a potential client.

If you reached out once, they might have forgotten to answer if they were busy with another task when they received your email, postcard, or phone call. Following up reminds them that you're available to help them with any of their real estate needs, potentially at a more convenient time.

Do Your Research

Agents should understand a property's details as well as the homeowner’s situation before making contact.

A great way to ensure you’re always working with accurate, up-to-date knowledge is to use in-depth real estate data software like Propstream. Our solution offers multi-sourced property data, allowing agents to research potential prospects before printing out reports on relevant properties.

Knowing about a property shows potential clients that you have the necessary knowledge and experience to offer them true value before you’ve even sat down with them.