"He didn't establish trust. The seller was a retired teacher with a warm face and a nervous smile. Before she could offer him a seat, he opened his folder and began discussing median prices and days on market. She nodded, but her eyes drifted into that polite, distant look every agent has seen. In that moment, the listing was already gone not because of the information, not because of the strategy, but because the seller did not feel seen."
"Facts do not create authority. Authority is created by connection and trust. And the connection begins in the first five minutes. When an agent rushes into information, the client starts quietly evaluating something much more personal. Do I trust this person?Do they understand what matters to me? Do I feel safe enough to be honest? If those answers lean toward no', the client shuts down even while smiling."
"Top performers know this. They see the opening minutes not as a chance to impress but as an opportunity to connect. They slow down. They pay attention. They create comfort in the room. They lead from presence, not pressure. These three practices come directly from the work I teach through Teach to Sell. They are simple, human behaviors that immediately shift the dynamic. This is not mirroring for technique. It is empathy."
Top real estate agents secure clients by building trust and connection during the first five minutes of interaction. Rushing into market data alienates clients who are evaluating trust, understanding, and safety. Clients may remain polite yet emotionally distant when they do not feel seen, causing deals to be lost before pricing or strategy are discussed. Effective agents slow down, create comfort, lead with presence, and practice empathy rather than scripted mirroring. They use attentive listening and well-timed questions to make clients feel understood, opening space for honest conversation and stronger authority rooted in connection.
Read at www.housingwire.com
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