Think of all the people you encounter during an average week. Potential clients could be anywhere. You could have walked past a homebuyer this morning. A prospective seller could be standing next to you right now! You’ll never know unless you strike up conversations with the people around you.
Small talk doesn’t have to be difficult. Here are a few ways to start and develop a conversation with a stranger.
Know your purpose
Small talk isn’t an elevator pitch. You are chatting to increase your number of contacts, which should increase your odds of finding a new client. Your primary goal is to communicate. If you find an immediate business opportunity, that’s a bonus.
Read the cues
Before you start chatting, take a moment to determine if an interruption would be unwelcome. Is this person concentrating on something? Wearing headphones? Speaking with someone else? If so, don’t bother.
Look for clues
A person dressed in gear from a college or pro team may be interested in talking sports. Someone using the latest technology might enjoy discussing that product’s features.
Comment on what’s happening
An easy way to start chatting is to weigh in on a shared experience. There’s a reason everyone talks about the weather. Other openers to consider: “Do you know what kind of tree this is?” or “Wow, this line is moving slowly!”
Ask an opinion question
Many people love sharing their thoughts. “What are your favorite places to eat around here?” or “What are the best things to do in this area?” can jumpstart a conversation. People may also enjoy weighing in on a low-stakes difference of opinion: “What’s your take on this situation?”
Compliment or ask about something visible
Most people will happily tell you about the meaning of their tattoos or where they bought their glasses. Pet owners enjoy discussing their four-legged companions.
Keep other people’s small talk going
There are a lot of extroverts out there. You may not need to work too hard to start a conversation. Whether you asked the first question or someone starts a conversation with you, keep it going by asking open-ended questions and finding connected topics or anecdotes.
Don’t mention real estate too quickly
Your new acquaintance may be put off if it seems like you’re only chatting to get business. Many conversations eventually get to “What do you do for a living?” Wait until then or a comment directly related to real estate to talk about your business.
Be ready if the conversation does get to real estate
Though you don’t want to force it, know how you will respond if the other person brings up real estate. Have a casual response ready that clearly states how you might be able to help and a way for that person to contact you if interested.