Salespeople at CBRE must be able to build rapport with a variety of personality types. Some customers are quiet, reserved, and somewhat guarded when expressing their views. Others are more impulsive and express their views openly. Salespeople are encouraged to alter their communication style to increase the comfort level of the customer. Susana believes that it is always important for a salesperson to gauge how his or her communication style impacts the prospect. A positive attitude is another important aspect of the relationship-building process at CBRE.