The No. 1 skill you need to convert leads into clients
Check yes or no for each of the items as they apply to you. Once you finish, go back over the items that you didn’t say "yes" to and start working on adding those behaviors to the behaviors you did check.
When you are with a lead or client, do you take time to build rapport and engage in friendly conversation prior to getting down to business?
Yes!
No.
When someone else is talking, do you show a genuine interest in what the other person is saying?
Yes!
No.
Are you sensitive to other people and their feelings?
Yes!
No.
Do you ask about the prospect's wants and needs?
Yes!
No.
When you make a statement, do you make sure the person understands by asking for feedback, “Is this clear?" or "Does that make sense?"
Yes!
No.
Do you avoid interrupting by allowing each person to finish what he or she was saying?
Yes!
No.
Do you avoid trying to prove the other person is wrong?
Yes!
No.
Do you refrain from making negative comments about any parties involved in the transaction?
Yes!
No.
Do you ask questions to clarify what is being said?
Yes!
No.
When someone asks you a question, do you answer truthfully and directly?
Yes!
No.
Do you use plain, simple language and avoid the jargon that agents often take for granted?
Yes!
No.
Do you maintain eye contact when speaking with others?
Yes!
No.
Do you listen to what the other person is saying rather than concentrating on what you intend to say next?
Yes!
No.
Do you stick to the subject and avoid going off on tangents?
Yes!
No.
Do you let prospects know that you understand their concerns, whether they are real or imaginary?
Yes!
No.
Do you avoid criticizing the seller, the seller's property, and the other agent?
Yes!
No.
Are you patient and relaxed?
Yes!
No.
Where did you land?
Hopefully, you had plenty of Yeses in your answers. Developing your so-called soft skills like rapport-building, empathy and active listening can make you more effective in cultivating leads and helping clients through the often frustrating and anxiety-prone process of buying or selling a home.