Page 62 - Live Event Blueprint
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R.V.A. (Rapport, Value, Ask)
For the actual meeting, there’s a little formula I use to structure what I talk about.
The first part of the conversation, and often the bulk of the conversation, is spent on Rapport building.
Learn about the Realtor. About his/her family. Why they got into the business. What they love about real estate. What they hate. Where their favorite vacation spot is. What their goals are. Ask lots of questions. The more questions you ask, the quicker and deeper rapport you’ll build.
I once was told “People do business with people they like.” There’s no faster way to get people to like you than by asking them questions about themselves.
The second part of my little formula is Value. This is where you talk about the value you bring to the table, and since this 1- on-1 meeting is a result of the live event, you already know the value you’ll be talking about.
You’ll want to review what you covered at the event (the Realtor won’t remember everything) and re-connect the dots for the Realtor on how what you bring to the table will add value to his/ her business.
