Discussing personal topics with clients: How far should you go?

Agents should be prepared for the occasional uncomfortable conversation
  • Use the FORD -- Family, Occupation, Recreation, Dreams -- method to build rapport and learn about your clients.
  • As an agent, only let people know as much about your politics and beliefs as you are comfortable with.

Working with buyers is a very intimate experience. When thinking about and discussing “home” with buyers, we’re not just discussing the real estate or business transaction, we’re also discussing the emotional impact.