A pillar of any relationship, including your clients, is trust. If they don’t trust you, how can they rely on the advice or representation you give them. This trust is earned through your actions. There are three key ways to build and maintain this trust.
Communication. Trust is the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships together. Be respectful of your client. Listen more than you talk. In order to offer them the best possible service understand what their goals are. Once you know what the end game is, you are in a better position to help them achieve these goals. One way to help achieve those goals is to be a problem solver rather than throwing up road blocks. Listen to their concerns and find creative solutions to help your client get that deal they want.
Transparency. A wise person once said, when you make a mistake promptly admit it and correct it. It’s okay to say “I don’t know but let me do my homework and get back to you”. If you are careless with the truth in small matters how can they know to trust you with important matters. Your client will trust you more if you are open to admitting that you may not have all the answers or that you made an error but are taking steps to rectify it. Be accountable when you make a mistake. We’re all human and it will happen. It will build credibility and your client will respect and trust you more if you are honest.
Put your client first. Here is an example of this. Agents can caught up in the commission that will be paid at the end of the deal. When ego gets in the way, trust can be broken. Our job is to put the client’s needs above our own. Don’t be selfish, this is not about you. It’s about getting the desired result for your client. The pay day at the end of a transaction is the icing on the cake. Your client needs to trust that above all, you are looking after their needs.
Building and open, honest and trusting relationship with your client can solidify a long term working relationship. If they trust you, they will come back to you for their next purchase, dispositon or lease. Keep your promises and be consistent. Be the kind of person others can trust.