Meeting, Greeting and Building Relationships With Your Clients

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24 Questions

What is important before beginning the real estate journey with a client?

Developing a trusting relationship with the client

What is emphasized as important for a business professional's first impression?

Being well-prepared and dressed professionally

What is recommended about the meeting place for client meetings?

Choosing a convenient location for clients

What is advised when greeting clients at the meeting place?

Stand up as clients arrive and give them a firm handshake

What should you do to make clients more comfortable with you?

Develop common grounds like favorite sports teams or mutual friends

How should you communicate your availability to clients?

Let them know they can tell or ask you anything

What should you do before meeting your clients for the first time?

Send a friendly email a day or two before the meeting

How should you follow up after a client meeting?

Send a thank-you email or text highlighting important details discussed

Why is it important to pay attention to what clients are saying?

To make them feel valued and understood

What should you do to show dedication as their agent?

Send a friendly email before and after the meeting, highlighting important details discussed.

How should you explain your services to clients?

Clearly explain your services and why you are a good agent for them.

What is the suggested approach when asking about a client's vacation?

Ask about their favorite thing they did on vacation

When should the tip of repeating back information be used?

During preliminary client meetings

What does using an assertive order instead of a question demonstrate?

Genuine interest in the answer

Why is it important to build rapport with real estate clients?

To identify clients' needs and provide information

What is the purpose of repeating what the client said in your own words during a conversation?

To ensure a clear understanding and alignment

What is the recommended approach when asking questions to clients?

Ask open-ended questions to yield richer conversations

What is advised when asking a question, especially in the beginning, to avoid setting expectations for the client's answer?

Don’t offer possible answers and get comfortable with silence

What is the purpose of mirroring a client's behavior?

To develop rapport and mutual understanding

What is recommended to make clients more willing to speak with you?

Establish artificial time restraints

What should you leverage in addition to listening to what clients say?

Emotional intelligence and attentiveness to body language, facial expressions, and mood

What is the potential downside of selecting a busy and loud restaurant for client meetings?

It may distract from the meeting and communication

Why is it important to set client meetings close together according to the text?

To save time and be more efficient

What aspect of the client's convenience is prioritized when choosing a meeting place according to the text?

The proximity and convenience for the clients

Study Notes

Initial Client Meeting

  • Before meeting a client, research their needs, goals, and background to tailor your approach and build rapport.
  • A professional's first impression is crucial, so dress appropriately and be on time.

Meeting Place

  • Choose a quiet, private meeting place that allows for easy conversation and minimal distractions.
  • Avoid busy and loud restaurants, as they can be distracting and make conversation difficult.

Greeting Clients

  • When greeting clients, make eye contact, smile, and use a firm but comfortable handshake to establish a connection.

Building Comfort and Rapport

  • To make clients more comfortable, find common ground, and show genuine interest in their needs and goals.
  • Listen actively, and show empathy to build trust and rapport.


  • Clearly communicate your availability to clients, and be responsive to their needs.
  • Before meeting, prepare an agenda and send it to clients to set expectations.

Meeting Preparation

  • Research clients beforehand, and prepare relevant questions to ask during the meeting.
  • Take notes during the meeting to show clients you value their time and input.


  • After the meeting, follow up with clients to thank them for their time and reiterate important points discussed.

Active Listening

  • Pay attention to what clients say, and ask open-ended questions to encourage them to share more.
  • Repeat back what clients say in your own words to ensure understanding and show you're actively listening.

Demonstrating Expertise

  • Explain your services clearly, and be prepared to answer questions about your expertise and experience.
  • Show dedication to clients by being prepared, organized, and knowledgeable about their needs.

Effective Questioning

  • Ask open-ended questions to encourage clients to share more, and avoid leading questions that may influence their response.
  • Use assertive statements instead of questions to demonstrate confidence and expertise.

Building Rapport

  • Building rapport with clients is crucial, as it establishes trust and encourages open communication.
  • Mirroring clients' behavior, such as their body language, can help build rapport and establish a connection.

Encouraging Open Communication

  • Create a safe and non-judgmental space for clients to share their thoughts and feelings.
  • Use active listening skills, and show empathy to encourage clients to open up.

Prioritizing Client Convenience

  • Prioritize clients' convenience when choosing a meeting place, and consider their schedule and preferences.
  • Set client meetings close together to minimize travel time and maximize efficiency.

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