“You never get a second chance to make a first impression,” said American humorist Will Rogers; variations of that often-repeated quotation have been attributed to many others because of its core truth. In real estate, the first meeting with a potential client is crucial and likely sets the tone of the relationship and determines who will win the client’s business. You can increase your chances of landing the client and working to find their new home or sell their existing one. Here are some fundamental tips for REALTORS® meeting with a client for the first time:

“Before anything else, preparation is the key to success.”- Alexander Graham Bell

• Do your homework and take some time to learn about the client and their needs. Review any previous correspondence. Research their current living situation and try to get an understanding of their goals for buying or selling a home. Searching social media accounts may provide helpful background information.
• Make a list of talking points and questions to stay on track and ensure that all of the noteworthy topics like what the clients want in a home, their budget, mortgage application status, reasons for selling, and expectations from you as their agent.

“You have a meeting to make a decision, not to decide on the question.” – Bill Gates

• Be professional and friendly. Introduce yourself and ensure you get the potential client's name right. Arrive on time and dress appropriately.
• Mention friends or contacts you may have in common. If someone is referred to you by a friend or a previous client, be sure to acknowledge that connection. Social media like Facebook and LinkedIn can help you identify people you both know.
• Listen attentively and focus only on their words. Make eye contact, nod when appropriate, and affirm vocally. 
• Take the time to listen carefully to the client's needs and concerns. Repeat back key points so they know you understand. Ask clarifying questions and show that you are genuinely interested in helping them achieve their goals. 
• Encourage questions from the client.
• Be the expert you are. Real estate can be complicated, so REALTORS® needs to be knowledgeable and up-to-date about market conditions and the buying and selling process. You can find the most recent statewide market conditions and analysis updated monthly here by the Alabama Association of REALTORS.®
• Be confident in your ability to help the client and answer their questions. Quiet confidence establishes trust.
• Build rapport and find common ground. Again, listening is essential. In conversation, be genuine and friendly while listening for shared interests.
• Bring a paper listing agreement to a meeting with sellers. Let them review it on the spot. By creating a sense of urgency, you may leave with a listing. If they are not ready to sign, follow up with an emailed agreement as soon as possible. 

“Great is the art of beginning, but greater is the art of ending.” – Henry Wadsworth Longfellow

• Conclude a meeting with sellers with a recap of what actions you recommend they take to prepare the house for showings and your next steps.
• Meetings with buyers should end with your recommendations for moving along with lenders and time frames for showings. 
• Always follow up with a thank you phone call, handwritten note, or even a text to the client. Include something you enjoyed about the meeting and thank them for their time. 

By following these strategies, REALTORS® can make a positive impression on potential clients and increase their chances of winning their business.