RDA Conversation Model

RAPPORT, DISCOVERY, ACTION

Build Rapport: Give sincere compliments, be empathetic to information they're sharing with you, find out what you may have in common and focus on that.
Ask Discovery Questions: Ask open-ended questions that allow that person to talk the majority of the time. The more you allow someone to share about themselves, the more rapport and trust you can build through that process. Asking open-ended questions can help you uncover a potential real estate need.
Take Action: This is where you can propose an offer to a potential prospect, see if they have a need or a question related to real estate. It is key that you make sure you build rapport and ask discovery questions first!

YOU CAN SAY

IF THEY HAVE A NEED

Would you like to talk about creating a home buying strategy? If you're looking to maybe purchase in the next year or two, you know, let's sit down and come up with that.

IF THEY DO NOT HAVE A NEED

I have a regular newsletter with local real estate statistics and learning opportunities for consumers who might want or need to buy or sell in the future.

May I add you to my newsletter? I would love to connect and be your resource for potential real estate opportunities.

One of the hardest parts about talking to new people and starting conversation about real estate is that you do not want to be perceived as pushy. The RDA model for a conversation: Rapport, Discovery Questions and Action can provide guidance and structure to create a genuine, effective conversation with a potential client.

You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy.
If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.