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How to build rapport with prospects

I find my first meeting with potential clients to be a challenge. In the initial stages, before rapport has been established, prospects are often defensive or skeptical.

I’ve talked to some of my colleagues who have experienced the same thing. What can I do to encourage prospects to open up more and develop enough interest to warrant a second meeting? I’m wondering what other brokers do to make this process more palatable for the client and themselves. Can your readers help?