I want to discuss how to earn trust and rapport when dealing with clients, ensuring they choose to work with you over all other options.
Building rapport and earning a client’s trust is crucial in any business. In my office, we use the FORD method to achieve this. FORD stands for Family, Occupation, Recreation, and Dreams. This method provides a structured approach to genuinely connect with clients.
1. Family. When interacting with a client, I ask about their family. “How is your family doing? How are you doing?” Showing interest in their personal life helps demonstrate that I care about them as individuals, not just as clients. This is a foundational step in building trust.
2. Occupation. I ask questions like, “How is your job going? Are you looking forward to retirement? How is your business doing?” By showing interest in their professional life, I build a deeper connection and understand their needs and concerns better.
3. Recreation. I might ask, “What have you been up to these days? What do you like doing when you’re not working?” This shows that I care about their interests and hobbies, further strengthening our relationship.
4. Dreams. I ask about their future plans, such as, “What are your plans for the future? What are you doing over the holiday?” These questions allow me to understand their long-term goals and aspirations, which is essential for providing tailored advice and services.
Remember, clients often ask themselves, “Can I trust this agent?” To break down any barriers, it’s crucial to build rapport by showing genuine interest. People don’t care how much you know until they know how much you care.
In summary, the FORD method—Family, Occupation, Recreation, Dreams—is a powerful tool we use in our office to build trust and rapport with clients. If you have any questions or would like a written copy of this method, please shoot me an email or give our office a call.
