Savvy agents on the path to success are well aware that trust can make or break your business. A lack of trust means no clients, no clients means no revenue, and no revenue means… well…. you get the idea.
So how to build trust when you’re starting out, especially when you’re faced with a dauntingly competitive market like Idaho? Keep reading to learn about the essential practices that any new real estate agent can use to establish trust with their clients.
Emphasize Past Experience and Credentials
Even when you’re just starting out it’s worth promoting your educational background. In your bio, talk about any bachelors or masters degrees that you’ve acquired, as well as certifications or employee of the month awards. Anything that shows you have the skill and dedication to learn the skills of this career.
You can also talk about any familiarity you have with the area where you’re working. If you’re a local, say so! You moved to the neighborhood? Talk about your favorite features that inspired that change! Clients like to know that their real estate agent understands the local community and the housing options available, highlighting your connection to the community shows they can trust you.
Listen to Clients and Be Honest
You’ve just finished some new courses and are itching to tell your next client everything they need to know about your new specialty. But hold on there! It feels great to have a ton of new knowledge under your belt and be confident in your abilities, but your job isn’t to bombard clients with a bunch of random facts.
Always prioritize listening to your clients’ needs first, and selectively prioritizing the information that will help them meet those needs. Even if your clients are brand-new to the real estate market and need to learn a lot about the process of buying, selling, or property management, you need to hear what they’re curious about first, and then introduce prevalent information in an accessible manner.
If you feel that you cannot provide what the client wants (or think that there’s a better solution) state why you cannot fulfill their needs, suggest alternatives, and go through the reasoning behind your suggestions. Never berate or shut down the client, being honest means being courteous and respecting the client’s expectations.
Stay in Touch With Clients After Closing
Just because the buying and selling process has come to a close doesn’t mean you can’t stay in touch. Immediately after closing you can send a congratulatory message to clients wishing them the best and hoping that they’re satisfied with the process.
Even after a year, sending a move-in anniversary email to buyers shows that you care about their experience and hope they are doing well.
Don’t be afraid to ask for client feedback, referrals, and reviews. Clients trust the opinions of other clients more than they trust advertising. Testimonials help you gauge how well you are performing, and they tell your audience that you are a reliable agent.
Real estate agents and brokers at any experience level should follow these practices when building trust with clients. Whether you’re just setting up your business, or just closed your 1,000th sale, you need to emphasize your expertise, listen to your clients’ needs, and maintain communication to receive feedback.
With so many people using the Internet to find businesses, building trust also requires a thorough understanding of ethical marketing and social media practices. Sign up for our course on Advertising, Marketing, and Social Media Compliance to learn the basics of an effective social media marketing strategy that will sidestep potential mishaps.