Another tip in a series of insider secret tips on how to make money from real estate by real estate expert Maria Gudelis. This series will contain investment secrets, techniques, and resources that will help you immediately put more money in your bank account.

There has been thousands and thousands of hours of research conducted on how we influence other people. By the clothes we wear, how fast or slow we talk, the tone of our voice, our body language, our eyes, and so on. It’s becomes very important to get the homeowner to like you and trust you. If not, you will find it very hard to be successful in this industry. So, with that in mind, I just want to talk about a few things we can do to get the homeowner to trust you.

The information I will be presenting to you is based on actual research. An expert in his field, Kurt Mortensen spent 20 years studying and researching persuasion and influence. Recently he wrote a book entitled Maximum Influence. In this book, he points out the “12 Laws” or key ingredients that influence people to do what they do. I recommend you use these laws when buying real estate.

The Law of Connectivity

We have all met someone who, even after just a few seconds, makes us feel like we’ve known them a long time or like we could hang out with them forever. The Law of Connectivity states that the more we feel connected to, part of, liked by, or attracted to someone the more persuasive that person becomes. When we feel a bond or connection with someone, we feel more trusting. There are four main points to Connectivity. They are Attraction, Similarity, People Skills, and Rapport. It’s important to note that really connecting with others requires an attitude of sincerity, a lot of practice, and a true interest in the other person. Whatever you do, don’t take your relationships with these people for granted.

Attraction

When you make the initial contact with a person, first impressions are critical. So dress up and look like a professional. There have been numerous studies that show you are more attractive when you dress up. That is why you are taught to dress up when you go in for an interview. If you show up in jeans and a tee-shirt, they may wonder if you are really serious. The same applies when you talk with homeowners in distress. Dress up, and they will like and trust you more.

Similarity

The Similarity Theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the commonality is in the area of opinions, personality traits, background or lifestyle. Consequently, those who want us to comply with their wishes can accomplish that purpose by appearing similar to us in a variety of ways. Have you ever heard the saying, “People buy from people they like”? Well, the same holds true with homeowners; they “will sell to people they like.” Your sellers will connect with you as they perceive the similarity. Two key points to make: be sure the similarity is relevant, and the similarities must involve positive rather than negative qualities.

People Skills

People skills are so crucial because they have a huge impact on our success. First impressions are made within only four minutes of initial interaction with a stranger. This is why it is so important to develop good people skills. It was Dale Carnegie who said, “By becoming interested in other people, you will get them to like you faster than if you spent all day trying to get them interested in you.” Having goodwill entails appearing friendly or concerned with the other person’s best interest. This caring and kindness means being sensitive and thoughtful. It means acting with consideration, politeness, civility, and genuine concern to those whom you talk to. It is the foundation for all interactions and creates a mood of reciprocity. You will win hearts and loyalty through compassion. Don’t be harsh or forceful when dealing in areas where the other person is sensitive or vulnerable. Additionally, make statements and perform actions that show that you have the seller’s best interest in mind.

One of the quickest ways to form an immediate bond with people is by using and remembering their names. How can you effectively remember a name? When someone tells you their name, clarify the pronunciation, clarify the spelling, relate the name to something, use it again quickly, or write it down €“ before you forget. Research shows that if you use a person’s first name at the beginning and end of a sentence, your chance of connectivity increases. It’s a simple technique that is easy to implement and creates an instant bond.

Using humor can be a powerful tool for you. Humor makes you, as the investor, seem more friendly and accepting. Humor can gain you attention, help you create rapport, and make your message more memorable. It can relieve tension, enhance relationships, and motivate people. Humor must be used cautiously. If used inappropriately, it can be offensive and may cause your seller to turn against you. As a rule of thumb, if you are generally not good at telling jokes, don’t attempt it here.

The safest way to increase people skills is to give away smiles. A smile is free, generates a great first impression, and shows happiness, acceptance and confidence. Your smile shows that you are pleased to be where you are, meeting this person. As a result, he or she in turn becomes more interested in meeting you. Smiling also conveys a feeling of acceptance, which makes your listener more trusting of you.

In order for your audience to take your message seriously, they have to have some level of respect for you. The more they respect you, the more successful you will be. Building respect often takes time, but there are things you can do to facilitate it. You need to show gratitude €“ be thankful of others and for what they do for you. Never criticize others or talk about your problems. People want to talk about two things: themselves and their problems. If you listen when people tell you their problems, they will think you are wise and understanding. Remember, how someone feels about you is often influenced by how you make them feel about themselves. Being the person who makes people feel good will go a long way toward increasing your likeability in their eyes.

Rapport

Whether we realize it or not, we are constantly reading and being read by others. Even without the utterance of words, language of the body speaks volumes. Often, interpreting body language is a subconscious thing. When you can effectively read body language, you can identify the emotions and discomfort of others; you can see tension and disagreement.; you can feel rejection and suspicion. You need to understand that your body language adds or detracts from your message. In other words, your subconscious gestures and expressions can either help or hurt your ability to persuade others.

You can create rapport by understanding and adopting the right body postures and countenances for your prospect. Everything about you — be it outward or subtle — communicates something to somebody else. The words you use, your facial expressions, what you do with your hands, your tone of voice and your level of eye contact will determine whether people accept or reject you and your offer.

I understand this may be a great deal of information to learn right from the beginning, however, it is vital for your success.