Your first time talking to clients.

If you’re not a natural people person or extrovert (or, even if you are), meeting your first client can be scary.

You just got your first lead! Maybe it was a form filled out on your website, or a phone call from someone who got your mailer. And now, they want to meet you, have you come see their home, and make them an offer.

If it’s your first time, this can be an exciting, but also terrifying moment. What should you say? What if they don’t like your offer? What happens if things go off script?

Well, lucky for you we put together another helpful roundup of experts who were willing to share some advice for you first-timers.

Tell them up-front that you might not be the right buyer for them.

Sound strange?

Maybe. But think about it: in all likelihood, these sellers are as standoffish as you are. They’re trying to find a buyer they can trust, and they may already have some suspicion of these companies claiming to buy homes in cash. In fact, we know from our own keyword research that a lot of buyers do look up reviews of “we buy houses” companies.

So by telling them up-front that you may not be a good fit, but that the purpose of the meeting is to figure that out, it sort of helps them trust you. You’re not coming in claiming to be a perfect fit. After all, how could you? You don’t even know them. Here’s a line that Jordan, the owner of Southeast Buyers Group recommends you say:

“I may or may not be the buyer for you. But after meeting we will uncover everything in hopes to help you move on to your next destination.”

Be yourself.

Yep, it’s cliche, but it’s true. People can smell someone who’s being fake, or just putting on a forced smile, or going through a set pitch. For example, do any of you have friends or family that have joined MLMs or become “financial advisors”? Then you know what it felt like to have someone sit across from you at the kitchen table, and go through a fairly obvious script.

So when you go to meet with this person, just be yourself. If you have to, make small talk. Tell them a bit about why you got started. Break the ice. But don’t put on anything fake.

“When meeting with clients for the first time, just be yourself. People do business with people they like.” – Letron Brantley, owner of Bright Star Home Buyers

So bottom line: be you. And if they like you, they might work with you! We’ve seen a lot of testimonials in our time from real estate investors who come to us for marketing services. I remember one review I read of an investor, where the homeowner said something to the effect of, “I was going to call other investors and get a price. But I knew this was the right person for me.” Others have talked about how nice, caring, and sincere investors were. So be that.

Don’t say anything (at first), just listen.

When you meet the homeowners for the first time, just ask them about them. Listen to their story. Don’t come up talking all about yourself and what you can do, instead, focus on them.

“Tell me why you’re looking to sell. What’s going on right now in life, and what are your goals for this house?”

Then just listen. Let them talk. Ask intelligent questions. It will also go a long way in helping you walk a mile in their shoes, be compassionate, and truly care about who they are.

Take the leap.

At the end of the day, it’s going to be scary, exciting, and nerve-wracking to take your first call and setup your first appointment. But remember to be yourself, be transparent, and just listen to the homeowner. You’re gonna do great!