RAPPORT-is a term used to describe, in common terms, that two or more people feel in sync or on the same wavelength because they feel alike- (thank you Wikipedia)

It’s easy to get yourself into the mindset that SYSTEMS will set you free. Don’t get me wrong, it’s important to be organized and be able to plan what you are doing with your business. However, you also need to be constantly evaluating your skill set and honing those skills that produce the most results at a given time. Right now that skill is the ability to build rapport.

Let’s face it; things have been tough for most industries related to real estate. Where is the euphoria? Where are the giant paychecks? What happened to the never ending “up” cycle of real estate? This leaves the pool of real estate professionals very shallow indeed. Those that are still in the business are in a unique position of working HARDER than they have in the past for the same or LESS money than before. This has also left many SELLERS wondering what they have to do to set themselves apart from a distressed sale. (How many times have you seen a remark that says “NOT A SHORT SALE! EQUITY SELLER!”)

These market forces have created a terrific opportunity for real estate investors to have face to face conversations with Realtors that control inventory AND sellers/owners directly. Simply “piling on” offers week in and week out has worked for a few diligent investors. Those investors that take the initiative to start a CONVERSATION with owners or Realtors find the opportunity to find common ground. I mean who really knows when we will reach the bottom? Isn’t it more important to deal with a buyer that is HERE NOW and understands that not every property is a distressed sale? It is your job to make sure that the other party KNOWS that you are different. It is truly a rare thing in this business to make the effort to present your offers in person. I know, I know, some of you are saying “I don’t have time to meet every seller” or “I just fax my offers”.  That is not a pathway to becoming a priority to that seller or Realtor. Sure, you will get your offers out there but they will not be remarkable in any way.

This market is perfect for those that are willing to sit knee to knee with sellers and tell it like it is. If that means you have to make it through their agent then so be it. We are in the beginning of a GREAT time in the market where you will be handsomely rewarded for your ability to actually carry on a conversation with people. It’s OK to ask why they are asking that price or why they are selling or why they painted that bedroom green! There is something that happens when you can actually see their reactions to your questions. As for agents I get a lot more traction with them when I am sitting across from them asking them to present a “no down, subject to, graduated payment” offer to the seller rather than trying to smooth talk them over the phone. I believe it has something to do with the fact that you took the time to acknowledge them in person instead of assuming they would just rollover with your fantastic phone and fax skills.

I have made a concerted effort to focus on FACE TIME over the last 6 months in my own business. I have seen it yield amazing results and would highly encourage other real estate investors to try this very simple tactic in their own negotiations.

Shawn Watkins

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