Rapport Building

Answer 1

Okay, I can appreciate that. Just curious, what are your real estate goals for this year?

Answer 2

I hold a license to help me buy properties faster and find my own opportunities.

Answer 3

How can I provide you value?

Answer 4

If you are looking to 1031 exchange at the end of your hold period, I may have the perfect opportunity for you.

Answer 5

The buyer I am working with is my father.

Answer 6

I just read this article, and I thought it was super interesting. I would love to hear your thoughts on the economy right now.

Answer 7

I’m going to put it in front of some of my VIP clients and let me see what kind of pricing I can get.

Answer 8

I know, I want to take ownership of that, I know it’s been a few years since we last spoke. I was going through my contact list, and I randomly came across your number, and I said, “I’ve got to call him, I haven’t talked to him in years.” I just genuinely wanted to check in on you and the family. How are you?

Answer 9

Oh really? Tell me more… tell me more… tell me more…

Answer 10

Well listen, I just got into real estate. It’s definitely not been simple. It’s actually been harder than I thought… (Be Honest)

Answer 11

If they really get interested in you just say, “We’ll talk about me later.”

Answer 12

Similar to you… (details).

Answer 13

Listen, I know you have other relationships, but I’m coming across some opportunities. If you’re not, I would love to get a better idea of what you’re looking for so when it comes up, I can bring it to you.

Answer 14

What’s your real estate goal for the next six months to a year?

Answer 15

Listen, just to be super candid, I’m looking for professional relationships with people who want to build something special, or who are hardworking, do great jobs for clients, and want to build a referral network of awesome people. You seem like an awesome person, and I would love to do some business together, but if you already have 17 different relationships with realtors, I don’t know if I want to be your 18th. I’d love to be the one who you refer the most business to, and of course, only if I am referring your business as well. I would not have 17 divorce attorneys or 17 accountants that I’m referring.

Answer 16

Just so we’re clear, in order for me to support you properly, is to sit down with you or have a conversation over the phone to get a very clear idea of exactly what you’re looking for. This typically takes only 10 to 15 minutes.

Answer 17

Why don’t you speak to your accountant about what your options are with regards to this, and their advice to you will be my advice as well.

Answer 18

Oh awesome! What contractor did you use? I have a lot of clients who want to get some work done and it would be great to be able to refer them business if you believe in their quality of work!

Answer 19

I appreciate that you are thinking of me. That means a lot!

Answer 20

I appreciate the transparency, I’m not expecting to get every referral, but would you be willing to send me your next one?

Answer 21

John, just out of curiosity, have you ever had a bad real estate experience?

Answer 22

What I want to do is make sure that your friends and family, and you know because we have done business together before that you can trust me, do you trust me john? Because what I want to be able to explain here is that my biggest fear is for these types of things to happen to your friends and family. I’m here for you and I want you to know that I will literally do anything in the world to make sure your friends and family have the best experience possible, just like you had.

Answer 23

So, John, when you have someone in your circle of friends and family, or you’re just out talking, and you hear that someone is looking to buy, sell, or invest in real estate, who would be looking to refer that individual to?

Answer 24

Okay, and I’m just curious, why would you refer them?

Answer 25

Okay, I can appreciate that. Would you be totally against giving me an opportunity to provide great service to the next person you learn is desiring to buy, sell, or invest in commercial real estate?

Answer 26

John, I’m going to make it really simple for you. All you need to do is put me in a group chat with your friend. That’s it. That’s all I ask. Put us in a group chat and I will take care of everything else.