The Art of Conversation: Tips for Building Meaningful Relationships with Your Clients

While we might be living in a digital age, a career in real estate is still personal.

Buyers and sellers depend on REALTORS® to not only guide, inform, and advise, but to assure and reassure during an emotional time—likely the largest transaction of their lives. Succeeding as a REALTOR® requires a strong knack for connection. The ability to build trust. A commitment to immersing yourself in a client’s vision so you can help them achieve it.

In short, you need to communicate.

On Episode 28 of REAL TIME, we’re joined by James Duthie, one of Canada’s favourite sportscasters, to explore one of the most personal tools of the real estate trade: conversation.

James Duthie

Hear Duthie’s approach to sparking meaningful conversations at work and in life, with examples from throughout his career (the good and bad). Duthie also tells us how he got his start in sports broadcasting and how he developed his interviewing skills.

How can REALTORS® better connect with their clients and prospective clients on a personal level? How can they find common ground to instill trust? What questions should they ask and not ask? And how can they become better listeners?

“I think that’s probably the most critical thing, not only in interviews but in any sort of conversation. Listening,” explains Duthie.

“Active listening to me is engaged listening as much as anything else. The biggest sign of engagement is eye contact.”

More REAL TIME Episodes:

Pairing knowledge and expertise with the right conversation skills can give REALTORS® a professional edge. From breaking the ice to broaching sensitive and tough topics, learn how REALTORS® can use conversation to build stronger relationships with their clients.

You may need to have a difficult conversation about rejected offers or adjusting the sale price of a listing. On this episode of REAL TIME, we discuss maintaining a positive rapport after a tough discussion and what techniques you can use to convey approachability.

“In the beginning a person would stop talking and I’d be right in there with the next question. But sometimes the best answers come after a one- or two-second pause,” says Duthie.

Want to hear more tips for building connections through conversation? Listen to the full episode of REAL TIME now.

You can find all our REAL TIME episodes on or wherever you find your podcasts. You can also listen to the latest episodes of our French podcastEN DIRECT.

Sarah Doktor brings her experience as a small-town journalist and national online editor to the Canadian Real Estate Association as a Communications Advisor. Sarah helps facilitate conversations between CREA and our members, boards, associations and the public via our online communities. She also helps coordinate the content presented to you here on the CREA Café. In her spare time, Sarah can be found at the gym, running on a trail or watching Netflix with her cat, Libby.

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