Steven Burch uses the trust fall metaphor to explain buyer-broker dynamics. When clients trust their agent, they'll defer compensation questions until after finding a home. How a client reacts to this framing tells you instantly whether rapport exists.
I think of it as like it's a real estate trust fall. What I mean by that is your client is going to catch you at that point right? Because if they trust you, this conversation will be very easy. Right? Like hey look this is the, this is the buyer broker consultation. Like we're going to figure it out when we get there, when we land on the house that you want to find, I promise we will figure out how I get compensated but nothing's going to get in the way of you getting your home. That's all they're really worried about. And so if you say that and they trust you then they're going to say oh okay. And if they don't trust you they're going to be like nah. So it's a good evaluator of where you are in the trust process at that point. Does that mean you just throw them out of your office, never talk to them again? No, but you know, you haven't fully established rapport.
