Negotiating a real estate deal never has to be stressful. Once you understand the nature of negotiating and get some experience in it, you’ll begin to feel confident and comfortable. The best way to negotiate your real estate deal is face to face or on the phone, never through email or text. It’s more direct and intimate and lets you observe the other person’s body language, tone and facial expressions. Building rapport with your client is about putting the other person at ease and ensuring they understand that not only are you looking out for your own best interests, but you are also looking out for theirs.
The rapport you develop with your client will serve you well in negotiations. Building trust, sincerity, and putting your client at ease are the building blocks of a well-established rapport. It is your job to transition from a relative unknown to a mutually beneficial partner.
In order to build rapport, ask questions about their family, occupation, or things they do for fun. Asking these kinds of questions allows the other party to open up and talk about themselves. Finding common ground permits real estate negotiating to occur on a more effective personal level.
When you are establishing rapport, it’s important to pace the other party and see how they react to your approach to negotiations. Be wary of the difference between how the seller likes to be sold and selling the way that you like to sell. Remember that your words, tone, and body language all play a part in rapport. If you notice that a certain comfortable selling technique for you is making the other person uncomfortable, change to an alternative approach. The key here is to make the other party feels comfortable. You are trying to send a message at a subconscious level that you are on an equal level and you are generally in agreement with them.
Ensure that when asking questions and listening to their answers the discussion and negotiations don’t veer off course. Although you want to learn as much about the other person as possible, you don’t want them rambling on about things that are not pertinent to the deal. The best way to keep on track is to ask most of your questions that relate to why they chose you, what they think you can do them, and how this deal will satisfy their goals.
The more you know about your client, whether it is a buyer or seller, and the more you have in common with personal issues such as family and hobbies, the more comfortable the client is going to be with you and the easier the negotiations are going to be. Building rapport not only creates a more soothing and relaxing atmosphere, it also allows both parties to feel each other out and negotiate more effectively towards each other’s goals.