POST 3: Building Real Rapport – Going Beyond Small Talk to Close Deals

💥 Here’s the truth: rapport isn’t about talking about the weather, your favorite sports team, or if they like dogs. Real rapport comes from understanding the seller’s needs, being able to solve their problems, and showing them you’re the expert they can trust to get it done. This isn’t about chit-chat; it’s about building a business connection.

Rapport is what turns you from a stranger into a trusted advisor, and it’s what makes sellers feel confident choosing you over the next guy. But real rapport doesn’t happen by accident – it’s a skill you build intentionally.

🔥 Why This Matters

People don’t care about how much you know until they know how much you care… about solving their problem. Sellers want to feel like you “get” them – that you understand their situation and have the expertise to help. So, let’s get rid of the fluff and focus on building rapport that’s based on value, understanding, and credibility.

The 30-Second Commercial – Introducing Yourself Like a Deal Boss

This is where Sandler Sales training shines. Instead of starting with small talk, you’re going to start with what we call the 30-Second Commercial – a quick, value-packed intro that positions you as the solution to their problem. In 30 seconds, you’ll convey who you are, what you do, and how you can help them. This isn’t a sales pitch; it’s a way to establish credibility from the start.

How to Execute:

1️⃣ Know Your Core Buyers

Before you even get on the phone, know who your real buyers are. Identify your top five buyers in your market – the ones who know exactly what they want and are ready to act. These are your “Big Buyers,” and they’re the anchor to your credibility.

Knowing that you already have solid buyers lined up gives you the confidence to speak with authority. You’re not just calling to “see if they’re interested” – you’re calling because you know exactly how you can solve their problem and make the process smooth.

2️⃣ Create Your 30-Second Commercial

This is your opening line that tells them who you are, why you’re calling, and how you can help. Here’s an example:

“Hi, this is [Your Name] with Sell Smart Sell Fast. I work with a small group of serious buyers in [City/Market] who are looking for properties just like yours. We’re not here to waste your time or send lowball offers – my team and I specialize in closing deals quickly and making the process as easy as possible for you.”

Notice that this intro is clear, confident, and focuses on their needs. You’re immediately showing them that you understand the process and have buyers who are ready to act.

3️⃣ Transition to Understanding Their Needs

After your 30-second commercial, don’t dive straight into “pitch mode.” Ask questions that let you get to the heart of their situation. Examples:

“What are you hoping to achieve by selling this property?”

"Are there any specific challenges you’re dealing with that we could help address?”

These questions show that you’re not here to talk at them – you’re here to talk with them. You’re giving them the floor to share their needs, and you’re setting yourself up to be the solution.

4️⃣ Position Yourself as the Solution with Proof

Once they’ve shared their needs, reinforce how you can help based on your track record and experience with your “Big Buyers.” Say something like:

“I work with a few serious investors who know exactly what they’re looking for, and they’re prepared to act fast. They’ve done this before, and I’ve helped sellers just like you close quickly and with zero hassle.”

You’re showing them you have the experience and the network to make things happen. This gives them confidence that they’re dealing with someone who’s more than capable.

5️⃣ Stay Focused on Business

Remember, you’re not here to make friends; you’re here to close deals. Stick to the facts, keep the conversation professional, and stay focused on solving their problem. Rapport in real estate isn’t about bonding – it’s about establishing trust through credibility and expertise.

🎯 Today’s Action – Practice Your 30-Second Commercial

1. Write Out Your 30-Second Commercial

Take a few minutes to write out a 30-second intro that positions you as the solution. Keep it focused on their needs and your expertise.

2. Practice Out Loud

Practice saying it out loud 10 times. Adjust the tone and pace to make it sound natural. Remember, this isn’t a pitch – it’s a confident, conversational intro that establishes credibility.

3. Role-Play with a Trusted Peer

Find someone who understands the process and practice your 30-second commercial with them. Listen to feedback, make adjustments, and refine your delivery.

🛑 Avoid the “Bitch Voice” Trap

When you practice, avoid asking for feedback from people who don’t understand the process, like friends or family. They may unintentionally discourage you by making you feel awkward about your new tone. Stick with people who “get it” or give yourself honest feedback to stay on track. Your goal is to improve, not to seek approval.

What’s Next:

In the next post, we’ll cover how to handle objections like a Deal Boss, keeping your tone and confidence rock solid. This is where you’ll start turning hesitations into opportunities.

If you’re ready to build real rapport and connect with sellers on a business level, comment “RAPPORT is Business Talk Not Cat Talk”

This is how you stop sounding like every other investor and start standing out as a trusted Deal Boss.

#ClosingLikeaDealBoss101Series

I vow to NEVER talk about the weather again

Knowing How to Solve their Problem is Simple "Find Real Buyers"

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