How to Build Trust With Your Clients
Sometimes one of the hardest parts of being an agent is getting your clients to trust you.
The truth is, trust is something that’s earned. It’s not immediate.
In a recent webinar, Steve Harney and Tom Ferry spoke at length about the importance of building conviction with your clients.
“[Real estate agents] should understand that the most important commodity you’re selling…is trust,” said KCM founder, Steve Harney.
With an election approaching, it’s a sensitive time in the market. Your clients are going to be bombarded with confusing headlines about an impending recession. It’s natural for them to be wary if an agent says, “Don’t believe the headlines. It’s a great time to buy! Just trust me on this.”
Here’s four ways to win their trust.
Show The Facts
People can’t argue with facts. They can, however, argue with opinions. If you’re presenting an educated argument, you better have some hard facts to back up what you’re saying.
Not only does being well-researched help your clients make the best decisions, it also solidifies their faith in you and helps them become repeat clients. The KCM monthly market report is a great tool to use for facts, data and statistics. You can even share the professionally designed graphs directly with your clients, on social media or as part of your script presentation.
Remember: there is no such thing as being too prepared.
Stay Up to Date on the News
In order to know what your consumers are thinking, you need to watch the same news they are. Set aside at least 10 minutes per day to catch up on the local and national media.
Pro tip: you can set up a Google Alert in Gmail that sends you alerts when articles are published about your keywords. Plus, signing up for the KCM blog gives you high quality, relevant and engaging content sent directly to your email everyday. Share the blogs with your clients or use the market insights to help you asn agent. It’s a win-win!
Do What You Say You’re Going to Do
This is a major factor in the trust-building process. Be the agent your clients can rely on and always do what you say you’re going to do. The second you drop the ball on something, your clients will naturally build skepticism.
Never miss appointments. Respond quickly. Respect their space. And always do what you say you’re going to do, when you say you’re going to do it.
Set the Record Straight
Video is one of the most powerful tools in the hands of real estate agents today. It’s also the most direct way to get your message across without standing in front of them.
In the webinar, Tom Ferry suggested every agent should be making a video that confronts the recession rumors, includes helpful facts and local market insights. It’s a one-two punch that gets your message across to your entire audience immediately.
Plus, this is a great way to take advantage of the KCM video upgrade. Our professionally designed and experty researched videos were made to make an agent’s life easier. They are ready to share and perfect and can be branded to your business.
Now is the time to stay informed, arm yourself with facts and be the trustworthy agent your clients deserve.
Moreso, building trust is about more than speaking the truth. It’s about being well-prepared, delivering on promises and getting ahead of the rumor mill.
Just like any other relationship, trust is key to long-lasting and happy connections.
“It’s not just about selling another house. It’s about bringing value. It’s about being the agent that they trust.” – Tom Ferry
This is when a KCM membership can come in handy. Not only does it deliver daily news on the market, we’ve also created tons of resources that you can send directly to your clients. Plus, if you sign up for a free trial, you get access to all of the webinar slides. Download the “How to Succeed in a Changing Real Estate Market” webinar today.