2 Simple Acronyms Agents Must Know To Improve Client Conversations

By Greg Smith

Greg Smith has called Colorado home since 1986, when he came to attend the University of Colorado. After selling a successful marketing company and earning a graduate degree in information systems, Greg joined RE/MAX Alliance in 1998, where he quickly became Managing Broker and later co-owner of the Boulder Valley office.

Starting conversations with clients can feel challenging. Whether you meet someone new at an event or talk to a potential client, breaking the ice can be tough. Building strong relationships is essential in real estate, so it pays to know effective communication strategies. Fortunately, there are simple ways to make these conversations easier and more productive. Here’s what you need to know:

1. The F.O.R.D. method: simple questions, big impact. One technique I use to start conversations is the F.O.R.D. method. It’s easy to remember and works in almost any situation. Here’s how it works:

• Family – Begin by asking about their family. Something simple like, “How’s your family?” or, “What’s new with your kids?” People love talking about their loved ones. It helps create a personal connection right away.
• Occupation – Ask about their work. Questions like, “How’s work going?” or “Are you in your dream job?” help you learn more about what they do and what matters to them professionally.
• Recreation – Everyone enjoys talking about their hobbies or upcoming vacations. Ask, “What do you have planned for the summer?” or “Any fun trips coming up?” This keeps the conversation light and engaging.
• Dreams – This is where you can really get people talking. Ask about their goals, like, “What are your dreams for the next few years?” or “Where do you see yourself in the future?” In real estate, this can often lead to discovering a potential need, like someone looking to buy or sell.

This method isn’t just for business. I use it all the time in social settings to keep conversations flowing and connect with people on a deeper level.

The B.A.N.T. method: understanding your client’s needs. Another method that’s helpful in real estate is the B.A.N.T. method, which stands for Budget, Authority, Need, and Timeline. It’s a great way to gather the key information you need to move a transaction forward smoothly.

• Budget – Understand what your client can afford. Knowing their budget helps narrow down the options and makes the process more efficient.
• Authority – Who makes the decisions in the process? Is it just them, or is there someone else involved?
• Need – What are they specifically looking for in a home or property? Knowing their needs ensures you’re showing them the right options.
• Timeline – When do they want to buy or sell? Understanding their timeline allows you to set realistic expectations and create a plan.

By addressing these four key areas, you’ll have a clearer picture of your client’s situation, leading to a smoother transaction and a better experience for everyone involved.

Bonus tip: make sure to follow up. The conversation doesn’t end when you say goodbye. Following up with a quick note or message can make a lasting impression. For example, if someone mentioned a vacation or a goal, send a message saying, “It was great hearing about your upcoming trip. Let me know if I can ever help with your real estate needs.” A simple follow-up shows that you care and helps keep you in their thoughts.

If you want to make your conversations more effective and build stronger relationships with clients, remember these two strategies and their acronyms. These simple strategies can help you connect, understand your client’s needs, and move your real estate business forward. If you’d like more tips or have any questions, feel free to call or text me (303) 543-5720 or email me at greg@boulderhomesource.com. I’m always happy to help.