This is a YouTube video titled "How to Build Rapport with Home Sellers" created in August 2015. The content features a single speaker sharing personal experiences and advice on building rapport with home sellers in real estate, emphasizing empathy, friendship, and effective communication techniques. The speaker also references the book "How to Win Friends and Influence People" as a resource for improving interpersonal skills.
The third step here, build rapport, make a new friend. I remember when I was going out on listing appointments, there was such a relief to. To not have to go out and win the business. A coach of mine, Mike Reese, made a comment at one point, just a few years ago, probably four years ago at this point, when I was just getting into listing side of the business, he said, you know, he remembered when he was at his best, he was just going out to make a new friend. I was just going out to make a new friend. And it was such a relief. You know, when you're going into someone's home, you're just going to serve them, you know, build rapport and just serve them. You know, really understand why they're moving. You know, sellers are really, the guard is up. They think you're a nasty salesperson, a commission hound, and you just need to break through that and just, you know, you're just going to make a new friend and serve them and really give them the best solution for their problem if they need to move or to be relocated before the school year or. If I had a guy, this is probably my most memorable time of serving. Someone had a guy who told me that he, he was basically dying. His wife knew it, but I was mainly dealing with him. He was a Harvard Business School grad, very successful business person. And I was able to really get him to break down his home. Came off the market at a million. It was worth like 525. I got him to list at 600 because I was able to break down exactly what. What was going on. And when I he listed at 600, he said, Listen, Lars. And. And I knew his home was worth Closer to 525, 540. And I remember this vividly. He said, lars, listen. He says, I'm not taking a penny less than 600. And it came down to it, and I knew I had made a friend. We built some common ground, and I was able to step up when the offer was. I think we ended up at 535 or something was the best I can get. And I knew it was worth 5:35. I said, listen. I said, you told me that you, you know, you had to sell this home so your wife wouldn't get stuck with the burden of dealing with this. When you passed away, I said, are you gonna. Are you gonna walk away from this buyer when all the evidence points to this being what your home is worth, or are you gonna be stubborn and have, you know, risk, you know, putting this burden on your wife? When you pass away. And man, I mean, I could cry thinking about it. Cause it was. It was a very intense moment. But I just. Sir, I was, I was there with the guy. I'm even like getting choked up talking about it. But if you can be. Be at that level with your clients and go out to make a new friend. Ball game has changed forever. And I know a lot of you on the phone are good at this part of the business and you're probably more high I. And more sort of in this ballpark of winning friends and influencing people. But I'll just tell you that your ability to use that information for the good, to get them to take action later is critically important. So you get into the door before you sit down and talk business. You're simply becoming their friend. Find common ground. Look at pictures. Talk about things they've done at their home. Comment on things around their house. It's not your opportunity to make suggestions on things they have to fix around the home. That's going to, it's going to hurt your rapport saying that this blue carpet is total crap and you got to rip it out. It is tough to see hundreds of homes that all have blue carpet that was installed 12 years ago that somehow magically adds value to the home. So I know it's frustrating, but you can't kind of, you know, dis their home and it's just going to hurt rapport. If it's a husband, wife, make. Make sure you know kind of what's going on, the dynamic between them, between them. Find out what their careers are, what their work. It's going to help you, you know, during the presentation and when you, when you need to go for the commitment and price the home. Definitely want to read how to Win Friends and influence people. Basically four things. It covers the three fundamental techniques in handling people. Six ways ways to make people like you, 12 ways to win people to your way of thinking, and nine ways to change people without arousing resentment. So highly recommend. I think was written like 60 or 70 or 150 years ago or something. Really, really good book.
