Use questions to find out where people are, where they want to be, and how you can help them cross the great divide. When I was in real estate, there were times when brand new clients would get into my car for a day of touring and house hunting. In many cases, I had never met them before. My first goal was to break the ice and build rapport as fast as possible so that our time together would be enjoyable, interactive, and successful for all of us.
To effectively connect with people, it's important to ask questions that uncover their current situations and aspirations. Understanding where they are and where they want to go allows you to provide the necessary support for them to bridge the gap. This technique is essential in various fields, including real estate.
For instance, during my time as a real estate agent, I often met new clients for the first time while driving them around to viewproperties. My priority was to quickly establish rapport to ensure our day together was both enjoyable and productive. This initial connection set the foundation for a successful partnership in their home search.