How can Real Estate Agents build trust?
Trust in a brand – Brand marketing works extremely well & is important that your message remains clear and consistent to your brand. People will feel a sense of familiarity and trust with a well known brand.
The downside to this, is that to become a well known, household brand can be an extremely costly exercise.
Trust in a person – This is pretty much what you do on a day-to-day basis.
Trust-In-Person – Once people get to meet with you or speak with you and get to know you personally they will generally like & trust you, unless you’ve done something to betray their trust.
The time it takes to build the ongoing relationship with clients is one of the hardest things about real estate – yet communication is by far the greatest skill that will lead to an increased income for agents. It is no coincidence that the most successful real estate agents across the world are great at follow-up communications with clients, but once again this can mean a lot of time and hard work.
Trust online – Building a trusting relationship online is simple when you know how. The thing is, if you don’t know how, you may very well miss your chance with the client, because if they don’t like what they see, they are only a mouse click away from going somewhere else.
That’s why it’s important to identify before you start, what your client is looking for, so you can cater to their needs and create hooks or connection points with them. Understanding what your client wants and then showing them that you understand is one of the easiest ways to build a relationship online quickly and easily with your client.
Here are just a few quick tips for building trust online:
* Make sure you have your phone number and physical address clearly on your website and in your email communications, so your client knows they can contact you or drop in an see you offline if they need to
* Have a photo of yourself on your website and tell your clients a little about yourself personally, so they can relate to you more easily. People like to buy from people, so they like to know you are a real human being
* Be clear about what will happen next when a client clicks on a button on your site or enters their personal details into a ‘contact us’ form. This can be as simple as “simply enter your details below and a member of our team will give you a call within the next 24 hours”. It is particularly important to manage the client’s expctations online.
Just before I go, I’d like to share with you a quote I read recently from one of the best books I’ve read…Steven Covey’s son’s book, ‘The Speed of Trust – The One Thing That Changes Everything’.
In this book he talks about, the fact that if there is no trust, then the whole sales process gets slower and more expensive. Where trust exists the opposite is true.
Here’s an extract from Steven M. R. Covey’s book:
“Trust is something you can do something about – and probably much faster than you think! Once again, I affirm that nothing is as fast as the speed of trust. Nothing is as fulfilling as a relationship of trust. Nothing is as inspiring as an offering of trust. Nothing is as profitable as the economics of trust. Nothing has more influence than a reputation of trust.
Trust truly is the one thing that changes everything. And there has never been a more vital time for people to establish, restore, and extend trust at all levels than in today’s new global society.”
Can you think of any other ways you could build trust?