Branding

On the surface, the couple seemed easy to work with. Mr. Brown was employed in state government while his wife was a school teacher. Newly married, they found themselves expecting their first child. Putting their affairs in order seemed like a natural thing to do. When the young agent made the initial visit, they greeted […]

Two boys, each on their own scooters, navigated in and out of traffic on a moderately busy street. Although they were quite young, perhaps under the age of 8, their personality differences were evident instantly. Initially they rode on the sidewalk and when they approached a curb, each had his own way of remaining upright.

“Things are seldom as they seem. Skim milk masquerades as cream.” So goes the lyrics from Gilbert & Sullivan’s operetta, HMS Pinafore. The same warning can be issued reading a buyer’s personality style. Often a person’s occupation may be a strong indicator of their inner values. However, people choose careers for many reasons. So it’s

Bob and Irene are married and own a realty company. He is strong in planning, organizing, managing and budgeting. She’s a super sales star, great at schmoozing, negotiating, and closing the deal. They compliment each other well and make an outstanding team that has attracted many brokers and agents to their firm. Ten years ago

Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for the anticipated throw of her

Silence. Most people squirm when the other person doesn’t speak. This is especially problematic when you’ve engaged in a short dialogue before the ensuing silence. Let’s talk about building rapport and closing sales when your prospect responds by not engaging. The scenario we’re discussing is one that happens early in the relationship. It occurs during

The previous three tips have focused on being an active listener. We’ve examined the pace, inflection, and even words used in speaking. What if you hear silence? How can you build rapport and close more sales? For many people silence stops communication. But it doesn’t have to. You can still listen closely and discern meaning

As listening skills improve, so will your ability to build rapport. Today’s tip about rapport building also relies on active listening. To close more sales this time, focus on picking up specific words or phrases used by your speaker. What words do your prospects use? One group will talk about orderliness. Their words paint a