Build Rapport - Talk About Their Passions, Not Yours!

They want to tell you their story. That's how relationships are built. That's what warm ups and building rapport is for, is to create a bond between you and the other person that is relational and that they actually go, hey, I kind of like this person. So that's the first step in a neuro story. You'll see all kinds of advice out there on that. But the reality is, as I'm walking up to a home, I'm looking for something else to talk about. Whenever I go up to that home, I'm looking for things about their family, their occupation, recreation, motivation. It's an acronym that's been used for years called form. And I can remember the acronym as I walk up to the home and I go, do I see kids toys? Do I see a batting cake? Do I see an immaculate yard? Do I see fishing boats and stuff like that? I want to talk about that stuff first because that's what friends talk about. They don't talk about your roof or your siding or your fencing or whatever else it is that you're selling. They're wanting to talk about the thing that they're most proud of too. So you got to identify that. If their yards immaculate and mowed and strips and all that other good stuff, man, talk about that yard, that guy is proud of it. If their landscaping is incredible, talk about that. If he's got a cool fishing boat or an atv, talk about that. Don't talk about something you're not knowledgeable about. If you're going to have input about it. If you're interested and want to learn about it, awesome. But then shut up and let them tell you everything there is to know about it. In other words, don't talk about baseball if you're not a baseball fan. It's that type of idea. You want to talk about the things where you have some similarities on, because now we can start to create that bond.