Success in real estate can seem mysterious to newcomers. Some imagine it involves elaborate pitches, insider scripts, or a complex formula. The truth is far simpler—and far more human. Genuine relationships and basic principles of communication often lead to the best deals. This post explores practical tips and insights for real estate investors to improve how they connect with sellers, build trust, and close contracts efficiently.
Hard Work and Persistence Are Non-Negotiable
Real estate, like any business, is a grind. It’s not a get-rich-quick scheme, and expecting overnight success sets you up for frustration. Building skills, cultivating relationships, and closing deals take time.
Many new investors make the mistake of comparing their first month to someone who’s been in the game for years. You wouldn’t expect to bench press 200 pounds after one day at the gym. It’s the same with real estate. Start with small steps, stay consistent, and keep improving.
Why Credibility Matters
One of the fastest ways to build trust in real estate is by showing you’re actively doing deals. Actions speak louder than titles. While coaches and mentors offer great value, credibility comes from directly engaging in the work. Sellers want reassurance they’re dealing with someone who knows what they’re doing.
If you’re an investor hoping to scale, focus on being visible by actively sharing your successes. Nothing builds a reputation faster than tangible results.
The Power of Accessibility
Sometimes people overcomplicate things. They think successful investors must fly in on helicopters, sporting flashy suits. Yet the truth often surprises them—it’s basic, consistent human interaction.
However, being “too accessible” can throw some people off. They assume there must be hidden tricks or advanced strategies at play. In reality, it’s about keeping things simple, showing up, and taking action. Complexity isn’t where deals happen. Trust, however, is.
Building Rapport: The Secret to Winning Sellers Over
Selling a property is often about much more than money. For many homeowners, selling their house involves emotional ties, memories, and deeply personal stories. Understanding this is critical to connecting with sellers.
Start every appointment by listening. Let the seller do 70% of the talking. Ask about their story—family, home history, or goals. When you make it personal, you shift the focus from the house itself to the people behind it.
For example, one seller, Patty, had lived in her house for years before it became vacant. For her, the home carried sentimental value because it was where she and her late husband spent some of their best years. By showing empathy and listening to her story patiently, a strong rapport was built.
Why Sellers Hesitate to Share Their Number
It’s common for sellers to claim they “have no idea” what price they want. Here’s the thing: 99.9% of the time, they do have a number in mind. They’re either hesitant to share it or want to see what you’ll offer first.
Instead of pressuring them, reframe the question. For instance, ask how they’d feel if someone offered a specific amount. This breaks the barrier and opens the door for honest conversation. Patience pays off here—don’t rush through this step.
Rule #1: Never Give Your Number First
A cardinal rule in negotiation: don’t throw out numbers without understanding the seller’s expectations. Giving your number first risks overshooting or scaring the seller away. This approach is especially dangerous if emotions are involved, as with Patty’s case.
One investor learned this the hard way when a seller left their house mid-discussion, offended by the first offer. It’s a reminder that you need to pace the conversation, listen to their needs, and only name numbers when it’s the right time.
Closing Deals with Simplicity
Sometimes, the most unexpected approaches work best. For example, when a seller didn’t have email or access to digital contracts, the investor simply invited her to follow him to the title company to sign. The seller drove 20 minutes behind him, signed at the office, and opened escrow—all in one smooth motion.
It illustrated how solving small challenges with practical solutions—not complex systems—often seals the deal.
The Mental Block of “Too Easy”
A common mindset trap for new investors is thinking, “If it’s this easy, I must be missing something.” Watching experienced investors close deals can make it feel effortless, leaving others doubting the process.
The truth? Simplicity hides years of hard work. Experienced investors have honed their skills over countless appointments, failures, and learnings. What looks easy now took years to refine.
To build that same confidence, focus on repetition. Schedule seller appointments, make mistakes, and improve with each attempt.
Consistency and The “Push-Up Factor”
Think of real estate like exercise: progress happens through consistent repetition. Nobody walks into the gym and crushes 200 push-ups on day one. They start small, build over time, and grow stronger with each session.
It’s the same in real estate. Start with one appointment. Then another. Build confidence, develop your voice, and stay consistent. After 30 days, you’ll look back amazed at how far you’ve come.
Here’s another misstep too many investors make: being overly formal. Take the story of a mentor who arrived at a wholesale transaction dressed in a sharp suit, ready to deliver a detailed presentation. While professional on paper, it completely missed the mark for the seller and led to no progress.
Real estate deals thrive on relatability. Sellers don’t need a formal pitch—they need someone who understands them. Focus on building connections instead of maintaining appearances.
Tips for Building a Personal Connection
Making a connection with sellers isn’t about scripts or memorized speeches. It’s about paying attention. Look for clues in their house—a family photo, a diploma, or even a quirky decoration. These small details can open the door to meaningful conversation.
For instance, complimenting an old military ID or commenting on their garden can show genuine interest and break the ice. Sellers remember how you made them feel—not necessarily what you said.
Listening: The Most Underrated Skill
The best closers are listeners, not talkers. They don’t dominate the conversation but create space for the seller to share their thoughts.
Here’s something ironic: many sellers are willing to trust a buyer with their most significant asset—their home—without even knowing their buyer’s last name. That trust doesn’t come from talking; it comes from active listening and connection.
Lessons from the Field
Real estate is a people business. You’ll hear bizarre stories, meet fascinating individuals, and experience moments you couldn’t have imagined. From odd decorations in houses to creative deal-making, real estate engages on a deeply personal level.
Every weird appointment or unexpected deal is a chance to learn. Lean into those moments—they make this work rewarding.
Keep It Simple: Relationships Over Transactions
At the heart of it all, real estate isn’t about contracts or inspections. It’s about people. Build trust, listen intently, and maintain authenticity.
Stop overthinking the process. You don’t need elaborate presentations or secret strategies. Focus on human relationships, and the deals will follow naturally.
Final Thoughts
Real estate success boils down to two things: consistency and connection. Show up consistently, listen to sellers, and put in the effort to understand their needs.
It doesn’t require perfection—just persistence. Each appointment is a new chance to grow, improve, and serve. With time, what once felt difficult will become second nature. So step forward, build those real connections, and start closing deals with confidence.
