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9 August 2019

Building Relationships in Business: How to Win a Client’s Long-Term Trust

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A successful real estate agent knows how to establish and nurture long-term relationships. Even when clients move away, they continue to refer people they left behind to the agent. Learn about building relationships in business to establish a reputable brand and get more referrals. Discover how to win a client’s continued trust by being authentic and knowledgeable in all interactions.

Be an Attentive Listener

Record conversations, take notes and create checklists to stay on top of client requests. Be an attentive listener and keep accurate records to keep track of what each client wants. And be prepared to provide reasons upfront if you vary from these requests. For example, showing a client who wants white cabinetry a house with wood cabinets might make them think you weren’t paying attention. Immediately point out the generous number of cabinets and how they can easily be painted white to suit the client’s preferences.

Know When and How to Speak

During the initial interactions, clients should do most of the talking. Agents can outline their education, experience, and share some local info to prove their value. But the clients should be getting the spotlight to express their wants, needs, budget, and dreams. The more agents know about clients, the better they can help them achieve or exceed their real estate goals. And agents who can make a fantasy a reality are sure to get plenty of referrals.

Be Authentic to Build Trust

A small lie can have an enormous impact on an agent’s reputation and credibility. Always keep your promises. Never say you can deliver more than what is realistically possible. If a problem arises, such as an illness or a schedule conflict, be honest, and offer a quick resolution. Choose a niche, develop an original voice, and express genuine enthusiasm about the community and what you do. Agents who recognize their areas of expertise and share original anecdotes become memorable enough to attract more leads.

Establish Ongoing Communication to Avoid Disappointment

Clients expect ongoing feedback about the sale of a property. Sellers want a progress report to determine how many qualified buyers expressed interest in the property. And buyers are continually searching for new listings that meet their criteria. Establish ongoing communication to ensure clients never feel neglected or disappointed. Find out how clients prefer to communicate – via email, text, phone, or in-person. Make an effort to reach out in a way that makes them most comfortable to establish a relationship based on consideration.

Join Industry and Local Professional Groups

Clients want to know an agent is competent and honest. An agent who belongs to industry and local professional groups proves his or her expertise: post licenses and group affiliations in the office in a place where clients can see them. Participate in community events and neighborhood improvement projects with other local professionals. Create a network of mutual referrals to help locals find a team of helpful professionals they can trust.

Provide Useful Info on Q&A Sites

Business relationships are built online as well as offline. Social media interactions and email newsletters are two tried-and-true ways to stay in touch. Another way to establish and develop relationships is by providing useful information on Q&A sites such as Trulia Voices.  Agents who readily answer questions without immediate expectations earn respect. When people are looking for a top-notch real estate agent, they are sure to remember the one who responded to their initial questions.

Publish Meaningful Content

Another way to initiate and nurture online relationships is by posting blogs and social media updates. Post regularly to build an audience of followers. Include questions, surveys, and other interactive opportunities to open up the lines of communication. Monitor all social media accounts and blogs to reply to comments and inquiries promptly. Keep the conversation going with the blog and social media updates. Use the comments and questions to develop future blog content that resonates with your target audience – and helps generate more leads. Add photos and videos that focus on what makes the neighborhood and properties great. Better Homes and Gardens® Real Estate agents have access to a library of professional images to add to blog articles and social media posts for visual appeal.

Start and Participate in Online Groups

People join professional groups in the community to make meaningful connections to help build their businesses. Agents start and participate in online groups for the same reasons. Look for neighborhood and industry groups where agents can post about community news, current listings, and real estate updates. Groups on Facebook and other sites encourage sharing, connecting, and creating relationships that help generate referrals.

Building relationships in business is the foundation for a profitable career as a real estate agent. The most successful agents are both friendly and knowledgeable. Hone these skills to build a relatable personal brand, gain long-term trust from clients, and generate more leads.

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