THE 5 KEYS:  RAPPORT BUILDING, COMPETENCE, APTITUDE, TRUTH TELLING AND EXPERTISE. (This is a very long post because I wrote the 5 segments to be published individually but decided to put it all out there at once!)

I. RAPPORT BUILDING ....Nothing else can do more for building your business!!! It is the one area that most real estate professionals neglect. Most don't understand how critical rapport building is in the early stages of a business relationship. It will make the difference between making a sale and losing one; ..will make the difference between getting that great listing or losing it to the next agent who HAS taken the time to build a rapport with their clients and customers.

  • CHARM-- If you take a look at the most successful people in real estate, charm often comes to mind. Charming people are open and have a presence that is dominant but not overbearing. Charm is a natural part of a successful persons persona because it is at the foundation of "Rapport building".
  • CONFIDENCE--Charm comes from confidence and confidence is an earned attribute and comes only after many losses and many lessons in life itself. Confidence is a place that we as human beings can only hope to reach after many unsure moments and excruciatingly embarrassing situations.
  • Well, look back on your life and you will find those times where your confidence was evident! Take that time and that feeling and duplicate it as many times as you possibly can; use it until confidence is well established in your self-presentation....YOU HAVE EARNED IT!!!
  • ENGAGING BEHAVIORENGAGE--If you do not feel a connection with a new client, chances are you will not have any success with selling them anything either! Your ability to draw people into your "sphere" is dependent upon your ability to engage them--in conversation, in what their needs are, in sharing ideas, and in your whole approach to selling and/or listing properties!

REMEMBER: Rapport building is the most important part of building your business.

If you don't have "RAPPORT" with your buyers and sellers you don't have anything!!!



II. COMPETENCE: Competence is a rare quality in real estate---You know very well that if awards were handed out for incompetence in real estate, chances are many agents would win it! I do not state this in a patronizing way--I state it as a COMPETENCE is a Giftfact.

There are only a handful of agents who truly excel in the business in many market places---why??? Because many people come into the real estate profession thinking that it is all about showing houses; then the truth becomes revealed, first in the class room where many agents start to see how much responsibility comes with a carrying a real estate license. It shows up in each and every part of the business, if the new agent is open to seeing it! Most miss this important clue and end up discouraged and defeated and before long they end up in the "incompetent" category simply because they lost the ability to understand what it really takes to be a great agent. They take short cuts, they don't seek information---they essentially settle into a pattern of "incompetence".

In order for an individual to truly achieve a stature of competence in the real estate profession, one must excel at the basics of the business. That means one must gain as much informational experience as possible. Notice I said informational experience; I know that years of study and action in the field is needed to become proficient in the ways a town or a city handles the zoning and building of it's residential areas. EXPERTISE is found only through those long, hard days and months of working with the tools of the trade.

However, competence can be achieved in a much shorter time period if the dedication to learning is in place.


  • First, one must recognize the NEED FOR COMPETENCE.
  • Next, one must seek out all the ways competence can be engendered; digging into the files of the local building and zoning departments is a good start.
  • Then, find it and use it as if your life depends on it.
  • Never will you have the respect you strive for if competence is not at the top of your list of qualifications in your career!


Competence does not drop out of the sky into your lap---it is a sought-after qualification that will take quality time to develop, to cultivate.....It will take a real drive for excellence and stature in the community. Go for the one thing that appears to be missing in most agents resume': COMPETENCE.


  • Find out how to get the most information from your town building department--become a regular in town hall. Work with the zoning books; understand them and ask someone there if you don't.
  • Ask questions of the real pros; ask until you make them feel like they want to ignore you. Then, explain that you are working on your competence factor, that you want to be as proficient in your knowledge as they are! (A good compliment works wonders when you need help like this!)
  • Gather as much information regarding a subject property as possible--leave nothing out!
  • Offer regular presentations to your clients and customers--make them as brief and informative as possible; keep them rich in content---as you do here on your ActiveRain blogs!!!
  • Become  Proficient at informing your client/customer base of current developments--
  • Do an e-newsletter--a smart and fast way to keep them informed.
  • Become a close associate to a trusted mortgage broker, or banker.
  • Get to know the basics of financing real estate...just make sure it is enough so you are not stumped by a question from a buyer.
  • Always express your level of competence to your contacts; this will help push your standing in their ........TO THE STARS!!opinion and may even increase your referrals!




 APTITUDE MAKES AN AGENT SUCCESSFUL!!! Do you have it? ...If you don't, why should you?

Your customers and clients expect you to have it!!!

Do You have it? This is a real estate question that we all should address. It is expected that all real estate professionals have an aptitude for real estate; there are exceptions to this however and I will cover that in a later post. So, here I will give you the actual meaning of the word. according to the dictionary:

DO YOU HAVE IT? APTITUDE 1. capability; ability; innate or acquired capacity for something; talent: She has a special aptitude for real estate. 2. readiness or quickness in learning; intelligence: . the state or quality of being apt; special fitness. r.

As you can see, Aptitude should be a prime quality to ALL real estate professionals! Aptitude is not an inherent quality...we ALL can have it!!!

Aptitude is the way to success as much as COMPETENCE is, with one great big difference--having APTITUDE for anything starts with how much you care about it and how willing and ready you are to tackle the hard parts. Aptitude is more than a 5 day training; it is more than a degree in business!!! Aptitude comes from the willingness to take on a huge responsibility and to take it on with aplomb....with aptitude for something, you can not be stopped---you will succeed at it no matter what; no matter if you make money right away from, say real estate, or not! Having an APTITUDE FOR REAL ESTATE MEANS YOU WILL PROBABLY EXCEL AT IT.  



  1. What if you were counting on a friend to be straight with you regarding the most basic parts of your friendship--and that friend turned out to be an absolutely deceitful person regarding simple things like saying they were going away and can't see you for dinner. You then find out they went nowhere but went out to dinner with another friend. You find yourself feeling like you were deceived by this former friend and he/she is someone you no longer have anything to do with.
  2. How about when a doctor asks you about your eating habits and you decide to tell him that you are eating less and healthier than you have been in a long, long time (an absolute lie!); who gets hurt by that one???
  3. In business, you have asked for a raise and your employer has promised you that "not only will you be getting a raise, but you are up for promotion and as soon as that job opens, you have it in the bag!"...meanwhile the job is occupied into the foreseeable future and you never get your raise!!!(lying on the part of the employer to get out of a tight spot!)...You leave that firm in frustration and disappointment--a major loss to the guy who could not be truthful.
  4. How about when your buyer asks you if the owner is willing to take a lot less for the home and instead of taking the position that you know that the owner is expecting the asking price or close to it, you say "I know that he will come down to your price, just make the offer!", even when you have never heard them say it!  Who does that work for?? 


Telling the truth will open doors for you and keep them open for many years. That is how successful agents operate---they spend much of their time and energy working on learning and then revealing everything that their buyers and sellers need to know. That will bring your buyer's friends and relatives to you as buyers and sellers. It will also enhance your listing inventory as sellers talk to their neighbors and let them know how you handled yourself during the listing of their home.









V. Are you a REAL Expert in your real estate area? THE CLIMB TO "SUCCESS"

Expertise is "Earned" not Learned" is a title that can not be claimed, but is awarded in the conversations of the happy clients and customers who you leave in your wake.

One thing that is not normally understood by many real estate agents is that expertise is EARNED, not LEARNED! No one is an expert simply by the number of years in the business either!

Successes come from a combination of attributes which make up an underlying foundation of EXPERTISE...and there-in are the keys to the entire structure and strength of an EXPERT.


These are the ingredients of an expert's success; these attributes are always part of the personality of an expert and EARNED through experience and hard fought battles of the real estate business as a whole: Listing, selling, marketing, promoting, networking and building a base of customers and clients who will tout you as an EXPERT!

...NOW, add real "KNOWLEDGE" of a particular area or community and you have a "REAL EXPERT" or a "LOCAL EXPERT"

When I began my real estate career in New York City, I found that most of the senior agents did a moderate amount of the business that came through the door. Not many really took the position of "EXPERT" seriously and therefore it was left open to those who would take the moniker and create their own little world of "expertise", as they viewed it. This continued as I moved to the Hamptons in '97 and found the same thing holds true here!! What a shock to me---I thought "How can this be? How can an established, experienced agent be so unconcerned with being the Expert in their field???

Early on, I began to see that the "experts" in the business were the younger agents; the younger agents who figured it out early in their careers and ran with it! These "experts" would take the real estate world on as if they were working for a dynamic financial firm or a busy, leading edge corporation made up of eager, young entrepreneurs. In fact, many came from the corporate world as lay-offs and pink slips became the order of the day in the mid-2000's. These anxious, young and ambitious"seekers" were looking for a career where they could apply their trade.SEEKING A NEW CAREER

Thus the introduction of the "corporate-mind-set" invasion of the entire world of real estate and the ensuing "NEW" experts in real estate.

This happened to coinside with the real estate "Bubble" of mid-2006/2007....and if your market was anything like mine, we were witness to the unrelenting upswing in prices that topped out in 2007.

Since then, there has been a new evaluation of what attributes make up an EXPERT. No longer do you find aggressive agents taking over an all-ready developed area by his or her bold claims of success. No longer do we see an agent becoming an "EXPERT" over night, according to their self promotion...times have changed and now we see consumers seeking out the "REAL EXPERTS" of a certain location! ...and all the attributes PLUS knowledge of an area now makes up the solid foundation of a REAL LOCAL EXPERT


**This post is available to be forwarded to your associates and other people who may benefit from the information contained here.






                                     **ALL INFORMATION AND CONTENT IN THIS BLOG IS ORIGINAL TO PAULA I. HATHAWAY.  The views expressed herein are my personal views and do not reflect the views of Douglas Elliman Real Estate


Paula I. Hathaway, Senior Broker Associate, Douglas Elliman Real Estate

Southamtpon Village Real Estate Specialist since 1995;  Also Specializes in North Sea, Noyac, Water Mill and Bridgehampton, New York

Diamond , Gold and Chairman's Circle Awards; Top Producer since 2005


Click here to see my Hampton's website to see all my listings; please email me or call me for all your real estate needs in Southampton, Bridgehampton and Watermill:



Comment balloon 46 commentsPaula Hathaway, REALTOR, LBA • October 15 2012 02:18AM


Paula always love your posts, you could put all in a book and sell it, great advice thanks.

Posted by David Popoff, Realtor®,SRS, Green ~ Fairfield County, Ct (DMK Real Estate ) over 6 years ago

David: Thank you so much! I feel like there isn't enough real information out there, especially for those just starting out in this buisness...Many come on board and then disappear because they didn't fully understand the complications and the hard work that is required to make it in this business!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Great information, Paula.  I appreciate the manner of how you addressed the elements to success.  One that always comes up in regards to complaints and such is the "competence" factor.  Too often, we see brokers trying to take on listings and business in geographical areas they may not be quite experienced in or competent performing well in.  It does become an issue to the general public. 

Not having that experience can do harm to the client.  If you do not feel competent in a certain area, you really should refer that potential client to a broker who is!!

Posted by Dan Hopper, Denver Realtor / Author / Advocate/Short Sale (Keller Williams Realty Downtown LLC) over 6 years ago

     Paula That was a really great article.  There may be more factors of success but I think anyone that mastered these five will do fine.

Posted by Ron Climer (Keller Williams Realty Mountain Partners) over 6 years ago

Dan: I am so happy to see that I am not alone in that position; there are so many incompetent agents out there that we all need to be on our toes when it comes to dealing with the public--we have to be able to seperate ouselves from the "bad apples" and the best way to do that is to be aware of what it is we need to know and then to learn it completely before we ever speak or act.

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Ron: I think so too but I like to hear what other members may have to offer. Sometimes when I am going very deep to remember those things that are crucial to our profession, I forget a few and it always comes in handy to get those not mentioned from other members. 

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Hi Paula,  Well, why don't you just go ahead and flesh out this terrific outline and write your award winning book !?!?!

Posted by Bill Gillhespy, Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos (16 Sunview Blvd) over 6 years ago

Such a good additon to the active rain roster of substantial information...well said.   Needs to be a featured one!

Posted by Li Read, Caring expertise...knowledge for you! (Sea to Sky Premier Properties (Salt Spring)) over 6 years ago

Bill: Great idea; I may pursue that line of thinking! :) Seriously, that has crossed my mnd because I see that there is a dirth of good guidelines out there for the new real estate agent...they are bascially "thrown" to the wolves when it comes to joining a firm, even when the firm has their own training available to the newer agents. No one truly prepares an agent for the very difficult parts of the business--the parts that drive a wedge between his/her activities and the expectations in the first year of working in the profession. That time period--the first few months, is where the decisions are made to give it up--to walk away from such an unkind career. Those experiences that occur early in the beginning of the real estate agents business building can become the force that puts them in the category of the missing as they disappear from the scene. This can become an agonizing length of time as a new agent adjusts to the peculiarities of this profession...Most of the time they walk!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Li: Thank you has been more than rewarding for me to share this kind of information for Newbies as well as those of us who need a bit of a refresher course in this business. It is such a long post that it probably won't get featured but lets see what happens....Thank you for taking the time to read it!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Great post, thank you for sharing it with all of us. Everyone in the Raeltor community could benefit from your list.

Next month, I will begin my goals for 2013. All of them have to do with the number of referral, I will give out during the year, in every possible catagory.

Posted by Joe Petrowsky, Your Mortgage Consultant for Life (Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709) over 6 years ago

Paula - indeed a great refresher course to find in the early morning hours. I look forward to the book, and further wisdom.

Posted by Larry O'Sullivan over 6 years ago

Paula What a great wealth of great information. We all can learn from the points you have made. This I agree should be a feature . Suggested!

Posted by Dick and Dixie Sells, Realtors, Tampa Bay Florida Homes For Sale (Sells Real Estate, LLC) over 6 years ago

Joe: Good luck with your 2013 goals! I have to sit down soon too and it will be very interesting to see what really unfolds for next year--everything is so up in the air right now with the election and all. I too have given out a lot of referral business his year and will be doing even more next year... That will make an impact on my total business for next year.

Larry: Thanks--lets hope I have the energy to write the book! I am hoping to start working on it right after the Holidays.

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Dick and Dixie: Thank you so much...I made a list of things that have made a big difference to me and my business since I began in real estate in '93 and those things mentioned above are a culmination of all the experiences, lessons and good/bad influences I have had since I started. It is amazing how important it is to really examine the past in order to determine how to go forward---these times are ripe for big advances in this profession--if we really want to make them!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

One thing is for sure.  Licensees who have an outgoing personality are far more likely to succeed than individuals who focus on themselves. 

The ability to engage is critical to forming consumer/agent relationships. 

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley,, MD & VA Homes and Real Estate) over 6 years ago

Lenn: I agree--the "type A" personality has a better shot at succeeding, but sometimes that is also the type of agent who grabs the business and treats it as a place to make big bucks fast! Well, we both know where that leads don't we? I have seen so many agents enter this business here in the Hamptons with all intentions of bulldozing their way into the market place and rising to the top agent status---all to end up falling faster and harder than a stone...why? Because they did not know nor did they care that the only way to the top in this business is through hard work and research, long "unproductive" hours and a seemingly endless stream of difficulties that end up disappointing, but teaching us what we need to know: Nothing is certain in this business!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Good morning Paula - great post. I think I'd add work ethic - not everyone with the personality and knowledge to do this actually does it well. Some of us really just dabble in real estate - 20-30 hours a week, mostly doing lunch with 'clients.' 

Posted by Wayne and Jean Marie Zuhl, The Last Names You'll Ever Need in Real Estate (Samsel & Associates) over 6 years ago

Wayne and Jean: Good suggestion! Work ethic should be part of every business, but it can fall away if you don't have a commitment to the whole idea of hard work. I think that having a good "work ethic" comes into play with the established agents who have been through the "boot camp" and have come out the other side knowing that nothing falls into your lap--you must work hard to reap the eventual good results.

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula - Wonderfully well written post! Each of the 5 keys you included, are necessary characteristics for a successful agent. I would also add DRIVE. Having the self motivation to CREATE your own success in real estate, is imperative.

Have a great Monday,


Posted by Jeffrey Funk, Broker Associate | Team Leader (eXp Realty) over 6 years ago

Jeff: Thank you! You are so right: "Drive" or "having the self motivation to CREATE you own success in real estate is imperative"..Well said and it will be incorporated into my finished product. I appreciate your input here!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula, Your post and the comments should be raed by all agents for inspiration. Great post.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) over 6 years ago

Gita: Thank you for the compliment! I appreciate that coming from you--we all have an opportunity to capture the attention of the public with our knowledge and our "competence" in business dealings...Lets hope we do it with commitment!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula, This is a great comprehensive post and i would love to share it with my trainees. However , I wiold dare to add one or two more that i feel have been integral in establishing my presence in the real estate community.

The first is gratitude. If you arent grateful for your clients they tend to fade away. I still write hand written thank you notes to people that i meet that are kind enough to give me an hour of their time for a buyer or seller "needs analysis". I also publicly and privately show appreciation for my collaborative support structure. My vendors are critical to my business functioning at a high level of customer service.  A small thank you goes a long way when it comes to them squeezing my clients into the schedule and even going "above and beyond the call of duty", i.e. an escrow officer staying after hours, a stager working late in the night etc. Gratitude is the "X" factor in my meager success.

The other is "leading with leverage", so many agents over spend on advertising, branding and marketing and then go out of business because they dont have a sustainable business model. We ar companiy owners "not employees" at least the majority. We must have a business plan and budget or are business fails.


Thank you for your generous contirubtions to Active rain

with gratitude



Posted by Gloria Commiso, Hermosa Beach (Keller Williams) over 6 years ago

Great information here Paula.  Very well written post that is full of good tips for anybody in the business.                      

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) over 6 years ago

Paula, this is a good one! Your five keys sum it up nicely for what is required to be successful in this business.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA over 6 years ago

Paula...YES to your be successful in anything, one must want it just like a food or a necessity...Thank you

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) over 6 years ago

Gloria: Great! Thank you for your contribution...we all need to express gratitude and as far as a good business plan goes, there would be no business if fit were not for plans!

Christiansons: Thank you for  reading the post--it is lengthy I know so it is apppreciated that you got through it all !

Michael: Glad you like it--jope you can use it too!

Richie: You always get it--and yes I am hungry just like you are!! :)

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula - Great post and that had real depth to it as well.  In fact, you showed your 5 traits in writing your blog, congrats.  :)  I could probably teach an entire class on that topic and those 5 traits.  Nice job.

Posted by Andrew Ostrander, Ostrander Real Estate Group (Ostrander Real Estate Group) over 6 years ago

Paula - great post as usual...  confidence is very important.. rapport is extremely important .. we need to listen to better serve.

Posted by Gay E. Rosen, As Real as Real Estate Gets! (Julia B. Fee Sotheby's International Realty) over 6 years ago

Paula- Great points..every one of them. I like to add Respect to the list, respect to those that we work with as well as our clients.

Posted by Beth Atalay, Cam Realty of Clermont FL (Cam Realty and Property Management) over 6 years ago

Andrew: Why, thank you! I think you should use this post to do just that--let me know how the class goes..OK? :)

Gay: Thank you very much! I think you have just added another good one: "LISTENING" is one of the more crucial things to do to become successful!

Beth:...and Respect! Where would we be without it? Showing respect, demanding respect by our behavior and being respectful of all things that the client and customer say and do is so much a part of a successful business!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Calla on Paula...for any Real Estate need...Guaranteed results

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) over 6 years ago

Take time to listen and the success will follow. I see too many agents forget when the stop talking... 

Posted by Paul S. Henderson, REALTOR®, CRS, Tacoma Washington Agent/Broker & Market Authority! (RE/MAX Northwest.) over 6 years ago

Such great info here, thanks for this post!  

Posted by Shane Barker (Amerifirst Financial, INC.) over 6 years ago

Richie: You are a poet  and I love it when you "wax poetic"!

Paul: You are so right! Listening is a talent in and of itself!

Shane: You are more than welcome; hope you can put it to good use! :)


Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula ~ The abilities of Realtors vary to say the least but the importance of communication and listening seem to be the hardest for most. Thank you for sharing a very well thought out blog!!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) over 6 years ago

Frank and Karen: You are more than welcome! Please feel free to use this post to pass on to others if you wish....

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula ~ So worthy of a Re-Blog ... Would also have hit the suggest button on this one for sure! Thanks for sharing!! Listening is such hard work for some...

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) over 6 years ago

Frank & Karen: Thanks for the re-blog!

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

PHENOMENAL post! I thoroughly enjoyed reading this post packed full of useful and timely information. I would add "daily time spent lead generating" to your keys to success list.

Posted by Ken Brandon, Camp Lejeune, Jacksonville, NC (Coldwell Banker Sea Coast Advantage (Jacksonville, NC)) over 6 years ago

Paula a well written post, and something anyone looking to succeed should consider.  It is so true; building  rapport is so important to success.

Posted by Jennifer Fivelsdal, Mid Hudson Valley real estate connection ( JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571) over 6 years ago

A very comprehensive post that will surely turn onthe flame of every realtor towards success. Very uplifting!

Posted by Bruno & Noel Tarquinii, over 6 years ago

Ken: You are so right and I will definitely add that to my list!

Jennifer: In my other life, BRE (before real estate) I had a stint of studies in the realm of the psychological and in those studies I learned that when you  are dealing with the public and whether you are advising them or helping them cope with life's ups and downs, you need to be prepared for the worst of the worst in term of situations that you are asked to deal with. These studies have helped me tremendously here in real estate because we get to see it all and we are asked to help in most of the uncomfortable situations that we are privy to. Most of all I learned how to build rapoort, so that  my potential "patients" could feel that I was a trustworthy person and they could share their most difficult situations without fear of losing the confidentiality they desired. 

Bruno: Thank you and I hope you are able to use the information contained here-in for the good and the beneift of your clients and customers.. 

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago

Paula, rapport is so important but I can establish rapport with bungling people is the truthfulness I look for in someone I having a transaction with that brings me along.  I will carry the ball if the other side doesn't have the rest but I need the truth..great share.

Posted by Ginny Gorman, Homes for Sale in North Kingstown RI and beyond (RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate) over 6 years ago

Ginny: You said it so eloquentlly: "I will carry the ball if the other side doesn't have the rest, but I need the truth"!!! That says it all to me; once the truth is hidden, you can not ever go back to the origin of a situation you are dealing with and still have respect for it's creator. That usually means things fall apart and relationships are gone for good

Posted by Paula Hathaway, REALTOR, LBA, ...The Most Informed Agent In The Hamptons! (Douglas Elliman Real Estate) over 6 years ago