Building Client Trust: 3 Things to Remember
Real estate agents need to focus on building client trust to establish a strong working relationship together. Here are 3 things to keep in mind.
Buying or selling a home is one of the biggest financial — and oftentimes emotional — investment people can make in their lifetimes. With a purchase so paramount, having the expertise of a real estate professional is crucial to navigate the process seamlessly, with peace of mind and plenty of confidence.
To calm these common concerns, real estate agents need to focus on building client trust. Trust is a foundational part of a healthy, productive relationship with your client, allowing them to feel confident you have their best interest at the forefront of your approach to the transaction.
Why Building Client Trust is So Important
When you think of building client trust, its importance might seem like a no-brainer. But beyond simply helping you forge a connection, building client trust helps you accomplish so much more.
By building client trust, you can lay a foundation for a strong client relationship. This can result in a smoother transaction as you establish healthy rapport with your client. Clients who know they can count on you and trust you fully are also more likely to take your recommendations, be comfortable vocalizing their feedback or concerns, and also become repeat clients later — or offer you referrals.
When clients can trust you, they’re far more likely to feel you have their best interest in mind and will help them navigate through any challenges that may arise during their buying or selling journey. Investing in client trust now also helps you secure a reputation of being a trustworthy, reliable real estate agent, which will help contribute to a positive ripple effect on your brand and your business.
3 Things to Keep in Mind When Building Client Trust
Your clients need you and your expertise as they embark on what’s considered the investment of a lifetime. Building trust early on is crucial to maintaining strong client relationships and having a database full of happy clientele. Here are three things to remember when it comes to building client trust.
#1. Communication is Everything
The saying “Honesty is the best policy” rings true when building trust with your clients. It’s simple to practice: say what you mean, mean what you say, and deliver on what you promise.
When your clients know you’ll live up to your word and not lead them astray, they’ll feel more comfortable navigating the transaction journey with you as their guide. While this may be second nature to you already, it’s still important to emphasize as a vital part of building trust.
Focus on communicating effectively, clearly, and with empathy to your clients. It’ll go a long way in building and strengthening trust.
#2. Be an Active Listener
In addition to effective communication, you also want to have solid listening skills. So, add active listening to your communication approach and practice the skill regularly. Active listening can look like:
- Being engaged and attentive towards your client when they’re speaking with you, especially when voicing desires or concerns.
- Using empathy with your client, their specific situation, and their unique needs.
- Rephrasing or paraphrasing what your client shared with you back to them, which helps them feel like you’ve heard what they’ve expressed.
Clients will feel much more at ease when they have a real estate professional who not only says they care, but shows it in their communication and actions as a result.
#3. Don’t Just Tell Them You’re an Expert — Show Them
Like we said, buying or selling a home is the transaction of a lifetime. It can be stressful, confusing, and downright tedious. While you could probably recite how real estate deals work from start to finish in your sleep, the average client doesn’t have what you have: agent-specific expertise.
To build client trust, show them the ways you’re an expert. In addition to your pitch or introduction, share the data you use to empower your negotiations. Share past client testimonials with them. Tell them your most recent win or how you turned a complicated transaction around in record time, overcoming obstacles with ease.
By having these proof points to back up what you say is your expertise, clients can feel more confident working with you and trust your know-how and skills even easier.
Get Connected with Vetted, Local Leads
Building and fostering client trust is a crucial part of your business and ongoing success. To put what you’ve learned today to work, why not start by connecting with local buyers or sellers in your area? Sign up for your free RealEstateAgents.com profile to get in touch with potential new clients — today!
