Someone sent me an email showing me that another commercial real estate coach was suggesting that you should always be speaking slowly during your prospecting calls, and I completely cringed when I read this.
Because even the most basic principles of creating good rapport with someone, tell us that we should always be speaking at the same speed that the other person is speaking at.
And along these same lines, I wrote a 210-page dissertation on how to create great rapport when you’re a commercial real estate agent!
So with this in mind, have you ever been speaking with someone, and then you notice that they’re speaking considerably slower than you? And if you’ve experienced this, hasn’t it felt like you just wanted to get the person’s words to come out of their mouth even faster?
This can feel frustrating, because you want the conversation to move faster than the speed at which they’re talking, and you feel like you’re continually waiting for them to get their entire communication out of their mouth and back to you.
Then with this in mind, in commercial real estate brokerage, a high percentage of the people you’ll be talking to will be speaking at anywhere between just an average speed, all the way up to speaking to you very fast.
So if you’re speaking slowly to the majority of these people, do you now understand how it can then easily feel to them like the two of you are greatly out of rapport?
In addition, it can also feel to them like you’re mentally slower than they are, and this is not something that you want to have any of your prospects believing about you!
So when you’re talking to your clients and prospects, note the speed at which they’re speaking to you at, and do everything you can to match it. Then when you do this, you’ll help to maximize the probability that they’ll feel that the two of you are in really good rapport together.
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If you’re interested in becoming more effective with your prospecting, getting more listings, and closing more deals, and you’d consider doing one-on-one coaching together to make it all happen, send me an Email or give me a call!
“Jim Gillespie has both the knowledge and the expertise to take your commercial real estate brokerage business to the next level. If you’re considering working with a coach, I recommend that you hire him.”
Robert Ringer
Legendary commercial real estate broker, and author of Winning Through Intimidation, the greatest-selling book ever written on commercial real estate brokerage, and one of the 15 greatest-selling motivational books of all time.