Rapport
The trust and ease built with a seller that makes them comfortable enough to share their real situation and accept an offer.
Rapport is the working trust between an investor and a seller. In a cold conversation, it's what moves a guarded owner from one-word answers to telling you the real reason they want out — the deadline, the problem tenant, the inherited house they can't manage. That context is what lets you structure an offer they'll actually take.
Rapport is built by listening more than pitching, acknowledging the seller's situation, and being straight about what you can and can't do. It doesn't mean caving on price; the strongest negotiators pair genuine rapport with a firm, well-explained number, so the seller feels respected even when the offer is below asking.
Related terms