How important is rapport?

[Mike Schorah]

Beyond all the questions you ask, how important is all the cute stuff that makes sellers go “awe”?

And cheering for a baseball team you know nothing about?

And by “cute stuff” I mean saying things like:

- “I’ll do whatever it takes to help you sell your house even if I don’t buy it”

- “It doesn’t matter to me what your decision is. If you’re interested in selling, that’s great. If you’re not interested in selling, that’s great, too. Either way we can walk away as friends.”

- “I’m sure you get a ton of calls. I hate bothering you, but…”

- “I haven’t been able to get ahold of you. I’m assuming you’re busy or not interested. Let me know either way so I could either stop calling or stop calling so much.”

- “I feel bad. I’m like, ‘he probably hates me as much as I call.”

- “The price is too high for me. I don’t think I’m going to be your buyer on this one.”

- “If you’re not interested in selling, does it make sense to stay in touch?”

- “Do I just irritate you? Is that the problem? Is it my voice? A lot of people tell me my voice is weird.”

- “Listen. Did your team lose this week?”

- “I was just thinking about you. I just want to make sure everything is ok. You got that leak in that roof. How is everything working out with the house?”

- “I get it. I got kids running all around my house. 9 times out of 10, it’s a train wreck. I’m not there to judge you. I’m there to help you solve your problem. If you clean it or not, honestly it’s not going to make a difference. And honestly, I’m not here to judge you.”

- “Hey, Listen. I’ve got some information on houses in your market. I think it might help you.”

- “ I might be able to offer you more than you’re even thinking. Just give me a shot. Let me look at it.”

- “Look. I’ll come out and look at it. Regardless of if you want me to buy your house or not, I’ll help you get the house sold. I promise you.”

- “We just need to get you a realtor. Let me bring this person in for ya.

Stuff like that