Page 27 - Your First 100 Days
P. 27
GETTING TO KNOW YOU
FORD
Getting to know you... Getting to know all about you... You will find that this is a valuable tool in getting to know potential clients and developing a relationship with them. Real estate is truly a business of relationships. Instead of wondering what to say and what to ask, just remember the FORD system and you’ll be on your way.
F = Family
O = Occupation R = Recreation
D = Dreams
The idea is to establish rapport and lay a foundation to build a relationship.
Open-ended questions work best such as:
Tell me about your family.
What is your occupation?
What do you and your families do for recreation/fun?
If you won the lottery, what would you do?
What are you dreams for life?
This simple system will work anywhere with anyone. Use it while networking, at parties, at appointments, or while in the car showing property.
If you want to take notes, always ask if they mind, or make notes to add to your database later.
