Transform Vendor Meetings with Tony Morris' Relationship-First Approach

In a busy market, rapport is your secret weapon. Many agents rush through vendor meetings, focusing solely on fees and timelines. But here’s the truth: when you connect first, you win trust — and that trust wins you instructions.

From my Agency Titans Bootcamp, here’s the Relationship-First Approach that will transform how your team conducts meetings — and elevates your brand in the vendor’s eyes.

Step 1: Start with Their Story

Before you talk property, talk people.

Open with:
“I’m really curious — what’s led you to decide to move now?”

Let them talk. Really listen.
This does two things:

1. Shows you care about them, not just the sale.

2. Reframes your role from “salesperson” to trusted advisor.

Step 2: Reflect with Empathy

Use reflective phrases to build deeper connection:

• “That sounds like a stressful time — how are you managing?”

• “It must be exciting to start a new chapter — tell me about it.”

This isn’t manipulation—it’s human connection. It builds rapport way faster than any fee discount ever could.

Step 3: Link Their Why to Your Service

Once you understand their story, bring it back to your expertise. For example:

“So you’re selling to move closer to family and need a quick, smooth sale. That’s exactly why we focus on capturing buyer emotion in our marketing — and it pays off.”

Now you're connecting their why with how you can help, emotionally and strategically.

Step 4: Remember the Small Details

During your chat, mentally note details like:

• Children ages (e.g., “Your twins must be busy with sports?”)

• Career changes (“Moving to Manchester for your new role — that must be exciting!”)

• Special features (“It sounds like the kitchen was where you made your best memories”)

Mention these later, when signing contracts, during follow-ups, or even in your thank-you card. Vendors love that; it’s personal and unforgettable.

Step 5: Commit to a Compassionate Handover

Your job doesn’t end when the contract’s signed — it’s only just begun.

“Now we’ve got everything in place, I’ll arrange photographers, marketing, and buyer queries—but I’ll stay in touch personally throughout. Expect texts or calls from me at these key stages…”

Show them their sale matters to you — long after they sign.

Why This Approach Works

• It builds deeper relationships than transactional, fee-focused “quick sells.”

• It positions you as a trusted guide—not just another estate agent.

• It builds lifetime value, because people who feel heard refer friends, siblings, and neighbours.

Final Takeaway

Schedule a call with our team to get started!