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How can you build trust and rapport when negotiating online?

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Negotiating online can be challenging for real estate professionals who are used to face-to-face interactions. However, with the right skills and strategies, you can still build trust and rapport with your clients and prospects, and achieve successful outcomes. In this article, we will share some tips on how to communicate effectively, establish credibility, and create rapport when negotiating online.

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Hanan Hasbullah

Senior Accountant @ Coreo Real Estate | Head of Finance
Tate Olson

Owner Of Facebook's Fastest Growing Off Market Real Estate Group with 22,000 US Members & $15B+ In Properties Sourced…

1 Choose the right platform

When building trust and rapport online, the first step is to choose the right platform for your negotiation. Depending on the situation, you may use email, phone, video call, chat, or a combination of these. Factors to consider include the level of urgency and complexity of the negotiation, the preference and availability of the other party, and the quality and reliability of the technology. For example, if you need to close a deal quickly or discuss sensitive details, a phone or video call may be more appropriate than an email or chat. Also, respect their time and avoid sending messages or calls at inconvenient hours. Additionally, make sure you have a stable internet connection, a clear microphone and speaker, and a professional background and appearance if you are using video. Test your equipment and platform before the negotiation and have a backup plan in case of technical issues.

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Hanan Hasbullah

Senior Accountant @ Coreo Real Estate | Head of Finance
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Selecting the right platform is crucial. Consider urgency, complexity, and the other party's preference. For quick or sensitive discussions, opt for a call or video. Respect their time, ensure tech reliability, and test equipment beforehand. Preparedness is key for successful online negotiations.

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2 Communicate effectively

The second step to building trust and rapport online is to communicate effectively with the other party. To ensure there are no misunderstandings or misinterpretations, use positive and polite language, avoiding negative words, sarcasm, or criticism. Emoticons and emojis should be used sparingly, and proper grammar and spelling should be employed. Additionally, show your interest and commitment by responding promptly to the other party's messages or calls, and follow up regularly until the negotiation is concluded. By following these guidelines, you can ensure that your online communication is clear, concise, respectful, and professional.

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Hanan Hasbullah

Senior Accountant @ Coreo Real Estate | Head of Finance
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Clear communication is vital. For example, when giving precise directions with street names and landmarks, people reach their destination easily, saving time and frustration. Similarly, in professional contexts, clear communication prevents misunderstandings and supports better decision making.

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3 Establish credibility

Establishing your credibility as a real estate professional is the third step to building trust and rapport online. Negotiating online can make it more difficult to demonstrate your expertise and reputation, so you must find ways to showcase your value and credibility. Sharing credentials and testimonials, relevant information and data, as well as your goals and expectations can all help to establish credibility online. For instance, provide the other party with your license, certification, education, and awards to demonstrate your credentials. Additionally, share testimonials from previous or current clients that highlight your skills, achievements, and satisfaction rate. Furthermore, you should provide the other party with relevant information and data that support your position and proposal; use credible sources and cite them properly. Lastly, explain to the other party what your goals and expectations are for the negotiation and how they align with theirs. Show them that you understand their needs and interests, as well as that you are willing to work together to find a mutually beneficial solution.

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Tate Olson

Owner Of Facebook's Fastest Growing Off Market Real Estate Group with 22,000 US Members & $15B+ In Properties Sourced For Investors
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I have a group with 22,000 US real estate professionals on Facebook and the biggest problem I see is that beginners are afraid to create content because they feel like an imposter. The fastest way to show that you are credible is by building up wins, and learning something new daily counts as a win. You don't need to know everything, but if you know someone one step further than someone else eventually if you keep up with it you will be ahead of 99% of the people

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Hanan Hasbullah

Senior Accountant @ Coreo Real Estate | Head of Finance
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Personalizing the approach, sharing information at the right moments, and emphasizing relevant experience are key to establishing credibility effectively in online negotiations. Transparency about limitations is also crucial for building trust.

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4 Create rapport

The fourth step to building trust and rapport online is to create rapport with the other party. Rapport is the feeling of connection and harmony that makes the negotiation more pleasant and productive. Creating rapport online can be challenging, but there are ways to do it. Address the other party by their name and title, showing respect for them as individuals. Express empathy and curiosity for their situation, feelings, and perspectives. Ask open-ended questions that invite them to share more about themselves, their goals, and their challenges. Listen actively and acknowledge their responses. Find common ground or compliment the other party on something that you share or admire. Use humor and stories to lighten the mood and create a positive atmosphere, as long as they are not offensive, inappropriate, or irrelevant. Negotiating online can be a successful endeavor if you know how to build trust and rapport with the other party. By following these four steps, you can communicate effectively, establish credibility, and create rapport online.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build trust and rapport when negotiating online?

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1 Choose the right platform

2 Communicate effectively

3 Establish credibility

4 Create rapport

5 Here’s what else to consider

Real Estate

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How can you build trust and rapport when negotiating online?

1

2

3

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1 Choose the right platform

2 Communicate effectively

3 Establish credibility

4 Create rapport

5 Here’s what else to consider

Real Estate

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