In part one of this article series I talked about how to gain a prospect or client’s trust, perhaps the most valuable thing they can give you. Here are more ways of building trust and thereby improving client relations:
4. All Promises Must Be In Writing
Talk is cheap, and that’s especially true in real estate. But your talk can be very expensive for clients if you make promises to them you may not or can’t ultimately keep. So put your money where your mouth is and put your promises in writing. When a prospect sees you have put something in writing, they’ll know you’re serious about what you say and will stand behind it. That goes a long way toward building trust.
5. Use Written Proof
A common error people make when they speak about their knowledge is assuming other people know what they know. Have you ever had a conversation with someone who lost you very quickly by using a lot of acronyms and jargon only an insider to this type of knowledge would know? An easy solution is assuming the client knows nothing about real estate and walking them through it in laymen’s terms anyone can understand. Putting it in writing is even better.
Prove in writing any claims you make or anything that might be doubted by your clients. The more written proof you provide, the safer your clients will feel and the more they’ll trust you and your judgment.
6. Keep Your Commitments
A surefire way of getting prospects to mistrust you is saying you’re going to do something and then not doing it. If you’re going to do something for them and can commit to it, keep the commitment and follow it through to the letter. If you can’t do something or can’t commit to it, then don’t tell your prospects you can. Follow through is key. If you don’t keep a commitment, your prospects will wonder which (if any) commitments you can keep to. Would you want to deal with someone who may not keep their word always? Doubt is a major barrier to trust.
7. Follow Up Immediately
If you tell a prospect you don’t know the answer to something, follow up in timely fashion. The more timely you are in following up with correct, provable information, the more conscientious the prospect will think you are. When you follow up rapidly, you’re sending the signal that the client is your top priority. That makes the client feel important, and it makes them trust you.
Find out the remaining 3 ways of building trust and many more important “soft” skills real estate professionals need for success in my course Excelling In The Real Estate Profession. This course has been approved by the Registrar, REBBA 2002 to qualify for 9 credits.
