You'll have a more successful and satisfying career if you learn how to build rapport with your buyers. They aren't a statistic; they are real human beings who depend on you to help them find what they're looking for and to follow through on the steps to help them obtain it.

We sometimes tend to be more clinical when we talk to buyers on the phone, asking them questions to help us determine what they want and need. But when we meet them face to face, it's important to build rapport by being more personal. Make your buyers feel comfortable about you and the surroundings. How was their trip to the office? Would they like something to drink, or a snack? Point out the restrooms and ask them if there's anything they need before you sit down to consider properties.

Rapport-building discussions help you become familiar with their needs, especially if they're looking for a home:

• Do they have children? How old are they? Do they like their school? Do they want to stay in the same school district?

• What are their hobbies? Do they devote a certain part of their living space to hobby areas?

• Do they prefer to live a short distance from work, or is a lengthier drive okay?

• Do they like to entertain?

• Why did they decide to move?

Each question you ask will lead to other questions. Some questions will help you get to know them as people, and others will help you determine what type of property they desire.