You know that feeling when you meet someone, and the conversation just clicks? That’s exactly what you want with your real estate clients. And let me tell you—it’s easier than you think when you use the FORD method. This simple approach makes building trust and connection feel natural, not forced.
What’s the FORD Method?
FORD stands for Family, Occupation, Recreation, and Dreams. It’s like having a cheat sheet for great conversations. Everyone loves talking about these things, and they also give you valuable insight into what your client truly needs.
- Family: Start with the heart. Ask about their family—kids, partners, pets, you name it. Most people light up when they talk about their loved ones, and it’s a great way to break the ice.
- Occupation: Next, dive into what they do for work. People spend a lot of their life working, so asking about their job not only keeps the chat flowing but gives you clues about their lifestyle and financial goals.
- Recreation: Hobbies and downtime are always fun to hear about! Ask what they do for fun or how they spend their weekends. This is where you can start painting a picture of the life they want in their new home.
- Dreams: Finally, dig a little deeper. What are their goals? Their dream home? Maybe a specific neighborhood they’ve always wanted to live in? Understanding their aspirations lets you offer solutions that feel perfectly tailored to them.
Why It Works
People want to feel heard and understood, and this method shows you’re genuinely interested in them. Plus, it makes conversations easy and enjoyable—no awkward small talk, just real connection.
If you found this helpful, I’ve got plenty more tips to share. Sign up for my email list for practical advice and strategies to help you level up your client game. Follow me on Instagram—let’s grow together!
