How to Build Rapport with Buyers

Most investors starting out in real estate tend to focus on the sellers. They seek out the deals, get those deals under contract, and then… find themselves scrambling to make money off of those deals.

That’s why, if you’ve listened to me for long enough for followed any of my training over atLevelUpRealEstateTraining.com, you’ll know that I’m a big believer in building your buyers list first. When you build your buyers list first, you create the “money list” that will allow you to fund as many deals as you want to do. It’s a very powerful strategy.

And as you build your buyers list, one of the best strategies you can do is to build rapport with them. Building rapport with your buyers positions you as the trusted person to help them solve a need they have (the need being: the acquisition of an investment property).

When a new cash buyers joins your list (whether that list is in email, in your CRM system, or even just on a piece of paper in your office), start building rapport immediately. Here are the two valuable ways to build rapport with buyers.

1. 1. Questions

The more rapport you have, and the deeper relationship you have, the more likely you’ll find the perfect deal for them and the more likely they’ll do a deal with you.

Start by focusing your attention on their needs. Question them about what they want to get out of the relationship with you – a source of cash flow? A return on investment from the sale of a rehabbed property? Security? Diversification?

Be thorough. The more you understand your cash buyers and their motivations, the more you can help them.

1. 2. Education

Some cash buyers will come to you with a lot of experience. Others will be completely new to real estate investing. Educating your prospective buyers will do a couple of things:

1. 1. It will make them better, more prepared buyers – they’ll know the process, you’ll have to shape their expectations, and you’ll end up with happier buyers
2. 2. It will position you as an expert – by sharing your knowledge, you’ll become the authority in their minds and they’ll be more likely to do a deal with you versus someone else
3. 3. It will attract more cash buyers to you – through search engine optimization and social sharing, the great information you share to educate others will help to build your buyers list. 

Summary

Your buyers come to you with varying levels of experience. Your ability to connect with them and build rapport quickly will convert into doing more deals… and putting more money in your pocket.