Smiling on Estimates Builds Rapport

How Smiling = $$$

You’ve heard the saying that people do business with people they know, like, and trust.

But what if they don’t know you?

-especially those who found you online.

When that’s the case, there isn’t much we can do to help them to get to know us aside from sharing our story on our website. (Which is very effective, by the way.)

So, now you’re left with like and trust. Well, kind of…

Let me explain.

Have you ever trusted someone you did not like?

I can’t think of a single example when I trusted somebody, but didn’t like them.

So, if they don’t know you, then they don’t know if they like you, yet, which means they don’t trust you.

Here’s what you do.

Once you arrive at their home, the first thing you must work on is likability (establishing rapport).

Focus solely on likability, earn the opportunity for them to get to know you, and ultimately earn their trust.

The fastest way to earn their trust is to smile.

Yes, I said smile.

Have you ever been in a room where somebody walks in and just lights it up?

I watch my wife, April, do it all the time. I have to work at it. Everybody is happy to see her.

Like yawning, smiling is contagious.

You didn’t just yawn did you? Ha! Now you’re smiling 😀

But how does smiling affect others, you ask?

According to “The act of smiling activates neural messaging that benefits your health and happiness…The feel-good neurotransmitters—dopamine, endorphins, and serotonin—are all released when a smile flashes across your face as well. This not only relaxes your body, but it can also lower your heart rate and blood pressure.”

Smiling helps you and others to release feel-good neurotransmitters, and helps you all to relax.

The article goes on to say:

“You’re actually better-looking when you smile—and I’m not just trying to butter you up. When you smile, people treat you differently. You’re viewed as attractive, reliable, relaxed, and sincere.

A study published in the journal Neuropsychologia reported that seeing an attractive, smiling face activates your orbitofrontal cortex, the region in your brain that processes sensory rewards.

This suggests that when you view a person smiling, you actually feel rewarded.”

Did you catch that?

When you smile, people treat you differently.

You’re viewed as attractive, reliable, relaxed, and sincere.

Remember when I said that smiling is contagious?

The article continues…

“The part of your brain that is responsible for your facial expression of smiling when happy or mimicking another’s smile resides in the cingulate cortex, an unconscious automatic response area.”

“In a Swedish study, subjects were shown pictures of several emotions: joy, anger, fear, and surprise. When the picture of someone smiling was presented, the researchers asked the subjects to frown. Instead, they found that the facial expressions went directly to imitation of what subjects saw. It took a conscious effort to turn that smile upside-down.

“So, if you’re smiling at someone, it’s likely they can’t help but smile back. If they don’t, they’re making a conscious effort not to.”

Some may not smile back and that’s ok. It’s just going to take time for them to warm up to you.

To recap, here’s why you want to smile:

  • Smiling helps you and clients to release feel-good neurotransmitters, and helps you all to relax.
  • When you smile, people treat you differently.
  • You’re viewed as attractive, reliable, relaxed, and sincere.

Now consider the power of a smile.

Power is given to things that can impact, influence and change things in a profound way. Having said that, there is an immense power found within a smile” – Huffington Post

Smiling is the fastest way to be likable, which opens the door to trust, which leads to winning more bids helping you to Double Your Business.

I love the topic of sales.

If you’re an introvert and winning more bids is something you’d like help with, book a call here and let’s see how I can help you make more money.

-Steve Burnett


Here are some audiobooks and podcasts that DYB Mastermind Group (MG) members are listening to…

Scott Carmichael of MG11 is listening to the Michael Hyatt Podcast

Ron Rice of MG1 is listening to The Road Less Stupid by Keith Cunningham. (Ch.7 is my favorite)

Crucial Conversation for a second time through, Rick Bruno of MG2

Mark Black of MG3 is listening to The Ziglar Show & Entreleadership podcast.

Brian Yaussy also in MG3 is listening to the Andy Stanley Leadership podcast.

Dave Ehrenburg of MG4 & Nick Lauro of MG3 are both listening to Traction by Gino Wickman


Scheduling jobs is one of the most challenging aspects of managing your operations.
The one tech tool that remains the most helpful for streamlining your production calendar is
BC2 gives you a visual calendar that you can:

  • share with your team,
  • drag and reschedule the project with a click of a mouse,
  • and, my personal favorite, show your customers how busy you are to encourage them to get on the schedule now.
WARNING: BC will try to get you to sign up for Basecamp 3 however, BC3 doesn’t provide this visual production calendar.
Make sure you sign up for BC2.

Basecamp2 Calendar Can Help You Close Sales on the Spot


Social proof is one of the most powerful influences for winning more bids.

Providing social proof that your company provides a better experience with video testimonials is 10 times, no 100 times more powerful than written testimonials

Best of all, it’s pretty easy to do. Especial with this Video Testimonial Checklist.

Download it, add your logo and either use it yourself or delegate it to your team.

Any questions, just hit reply or book a free strategy call here.

See you next week.

— Steve Burnett

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About the Author

Steve and I built up, streamlined, and sold Burnett 1-800-PAINTING--- quintupling it in under 3 years during what some called a "bad economy" before selling. We are now helping other painting contractors and entrepreneurs to Double Their Business while reducing their hours. We've been the struggling painters until we figured out what works and now love to share that info with you, to help you do the same! Whether you are building up to sell or pass on to your children, we are here to help you make it a reality.