All relationships are built on trust, including those you have with your clients. The more your clients trust you; the more likely they are to work with you again and refer your services to others. Trust isn’t something that’s guaranteed in the first meeting with a client or the 15th meeting with them. It’s built bit by bit each time you touch base with your clients and work with them.
Although building trust takes time and patience, its impact is lasting and critical to creating a database of loyal advocates. Use these trust-building tips to create a business foundation.
1. Be reliable
In other words, be the person your clients can count on, which means keeping your word, doing what you say you’ll do, returning calls promptly, etc.
Real estate transactions are often stressful, especially for your clients.
Because they’re not involved in such transactions on a daily basis, they’re not sure what’s normal and what isn’t. If they don’t hear from you, they’ll assume the worst — the transaction fell through, there’s something wrong with the house, the loan didn’t go through — you name it.
Keep them in the loop, even if there’s nothing new to report. When you’re intentional and consistent in how you communicate, you’ll be able to nip any potential misunderstandings in the bud.
2. Be authentic
Authenticity is more than being honest in your words and actions; it’s also about identifying and using your strengths and talents. When you do what you’re good at, your tasks become more enjoyable and more effective.
For example, if you’re better communicating with people one-on-one or in small groups, take a top client out to dinner or host a small dinner party with a few clients and their spouses at your home instead of hosting a huge client party with all of your database.
That way, you can build your relationships with your clients on your terms instead of in a stressful environment.
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3. Listen
This includes hearing the words said and looking for cues in body language, tone of voice and word choice to “hear” what’s left unsaid.
Sellers might say that they’re fine selling their home, but their crossed arms and curt tone say otherwise. Listening can help you avoid conflict and frustration as well as find new ways to serve your clients.
4. Show respect
Respect is an important stone in the foundation of any relationship. When you show your clients respect, they’ll learn to trust you.
Show respect by being punctual, having your clients’ best interests at heart and providing prudent guidance to help them make the right decision.
With these four tips, you will build a relationship with your clients that garners business through referrals and repeat business.
Brian Buffini is the Chairman and Founder of Buffini & Company. You can follow Brian and Buffini & Company on Facebook.