Episode 1: Rapport Is the Relationship: Stop Chasing Sellers. Start Building Trust.

Based off The Audio Book, Built to Close by Brett Iwanowicz

📘 Episode Overview
Too many investors lose the deal before they ever talk numbers—because they never earned the seller’s trust. In this first episode of the Built to Close series, Brett Iwanowicz dives into why rapport isn’t just a warm-up—it’s the close.

Learn how elite sales professionals use tactical empathy, emotional pacing, and strategic questions to create connection, surface motivation, and lead conversations that convert—without pressure or tricks.

Whether you're new to the game or closing consistently, this episode will upgrade how you show up on the call.

🔍 Show Notes / Talking Points

• Why most sellers don’t trust you yet (and how to fix that)
• What “tactical empathy” really looks like in real estate
• The neuroscience of connection: safety, trust, and talk time
• Real-world seller conversation examples from Brett’s team
• The most common rapport mistakes that kill deals
• Brett’s top book recommendations to build emotional intelligence in sales
• 3 action steps to build rapport fast on your next call
  
  

📚 Book & Quote Recommendations

• Never Split the Difference by Chris Voss
  “The goal is to get them to say ‘That’s right.’ That’s when you know they feel heard.”
• How to Win Friends and Influence People by Dale Carnegie
  “You can make more friends in two months by becoming interested in other people than in two years trying to get people interested in you.”

💬 Questions or want to connect? Reach out:
📩 Email: [email protected]
📱 Instagram  @flip4freedom
🌐 Website: www.brettbuysrochouses.com