The Warm-Up

The Warm-Up is step 2 of the 7-step system: getting the homeowner comfortable with you and building genuine rapport. People are far more likely to open up, communicate honestly, and ultimately do business with someone they like and trust.

Rapport is not a canned compliment — “nice house” said without meaning it gets felt immediately. Great rapport comes from genuine curiosity: pay attention, find their conversation hot button, and layer into the subject they care about instead of hopping topics like an interview. Done right, the homeowner's takeaway is: “I like talking to this person.”