Mastering Small Talk To Grow Your Business
Love it or hate it, small talk is how you grow your business in real estate (and life!). But what if we told you that small talk isn’t just pointless chatter? It’s actually a powerful tool for growing your business. Those quick conversations about the weather, local restaurants, or even a simple compliment can be the spark that connects you with a future client.
In this episode, we break down why small talk matters, how to make it easier (even for introverts!), and real-life ways to use it to grow your business. Here’s what we cover:
- How small talk improves happiness, mood, and overall well-being (science-backed reasons!)
- Why small talk is a must-have skill for networking, open houses, and client relationships
- What to say when you don’t know what to say (real scripts & conversation starters)
- The one simple phrase that keeps people talking
- How “going first” in a conversation can transform your business and boost your confidence
If you’ve ever felt awkward making small talk or wished for an easier way to connect with potential clients, this episode is for you. By the end, you’ll feel ready to talk to anyone—without the weirdness.
Key Quotes & Takeaways
💡 “Small talk is the foundation for trust. One conversation doesn’t make a huge difference, but over time, those small exchanges add up.” – Katy
💡 “Being warm and approachable is a skill. If you practice it, it becomes a way of life.” – Katy (quoting Mel Robbins)
💡 “If you go to a networking event but don’t talk to anyone, you may as well have stayed home.” – Alissa
💡 “People love to talk about themselves. Ask questions, be curious, and let them talk!” – Alissa
💡 “The warmth you offer others always finds its way back to you.” – Katy
Products, People & Previous Episodes Mentioned
📖 Let Them by Mel Robbins (book recommendation)
🎙️ Past episodes on open house strategies & scripts
Want to feel more confident striking up conversations and building relationships in your real estate business? Hit play now!
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The Power of Small Talk in Real Estate
Making Connections Through Conversation
Many Realtors struggle with small talk, often feeling like it’s unnecessary or awkward. However, small talk is more than just polite chatter—it’s the foundation for building trust and relationships. Research shows that even brief, pleasant exchanges can enhance mood, energy, and overall well-being. For real estate professionals, mastering small talk is a crucial skill that helps form connections with clients, colleagues, and potential leads.
Why Small Talk Matters in Real Estate
Small talk isn’t just about filling silence; it plays a key role in forming relationships and establishing rapport. Whether at networking events, open houses, or casual encounters, engaging in conversation helps create familiarity and trust. Many agents attend events but fail to make meaningful connections simply because they don’t engage in small talk. A smile, a simple compliment, or a quick chat can make all the difference.
Using Small Talk at Open Houses
Open houses are a great place to practice small talk. Visitors often feel hesitant, assuming agents will pressure them into working together. A casual, friendly approach helps ease their concerns. Instead of pushing a sign-in sheet or immediately asking about their home search, start with a simple question like:
- “Are you a neighbor or just browsing?”
- “What do you think of the home?”
If they are neighbors, use the opportunity to ask about the area:
- “How long have you lived here?”
- “What do you love about the neighborhood?”
- “Do you know anyone looking to move here?”
Many agents assume neighbors aren’t serious prospects, but casual conversations often turn into future listing opportunities.
Handling Common Small Talk Situations
1. When Someone Already Has an Agent
If a visitor mentions they have an agent, avoid shutting down the conversation. Instead, ask, “Oh, great! Who’s your agent?” This response is non-threatening and shows genuine interest. Regardless of their answer, a simple, “You’re in great hands! Tell them I said hello,” keeps the conversation friendly and professional.
2. Turning Sign Calls Into Conversations
Sign calls are another excellent opportunity for small talk. Instead of immediately pushing for an appointment, focus on engaging the caller:
- “Do you live in the area now?”
- “Are you primarily looking in this neighborhood?”
- “What’s most important to you in a home?”
By keeping the conversation natural, agents can gather valuable information and build rapport without making prospects feel pressured.
Stepping Outside Your Comfort Zone
For introverted agents, small talk can feel intimidating. The best way to improve is through practice. Hosting open houses, taking phone duty, or attending community events are great ways to gain confidence. Over time, these conversations become more comfortable and natural.
Practical Small Talk Tips from Mel Robbins
Mel Robbins’ book Let Them offers valuable advice on making connections and forming relationships. She emphasizes four key habits:
- Compliment people – Mention something they chose, like a unique tattoo or a great book they’re reading.
- Be curious – Ask open-ended questions like, “What are you reading?” or “What’s your favorite spot in town?”
- Smile and say hello – Small gestures create a welcoming atmosphere.
- Engage without expectations – Don’t expect every conversation to lead to business; just focus on being approachable.
Robbins explains that small talk builds a foundation for relationships. Each interaction, no matter how brief, helps establish trust.
Intentional Networking: A Real-Life Example
Alissa shared a story about joining a women’s networking group. At her first meeting, she realized she didn’t make any real connections. The next month, she sent handwritten notes to every member, introducing herself and inviting them to say hello at the next meeting. This simple act made a huge impact—people recognized her, approached her, and formed connections that lasted beyond the group.
Final Thoughts
Small talk is an essential skill for real estate agents. Whether at open houses, sign calls, or networking events, engaging in conversation builds trust and opens doors for future business. By practicing small talk and approaching conversations with curiosity and authenticity, agents can strengthen relationships and grow their business naturally.
