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In a world where all agents are striving to be ‘likeable’ to win a client over, you need to be able to deliver something better.
Marshall White director Kate Strickland spoke at AREC 2016 about how she earns a client’s trust and why that will always beat likeability.
“I’ve got clients that are on the BRW Rich List that are worth 60, 70, 80 million dollars, but they’ll still say ‘Kate, take my hand and lead me on the journey to get the best possible price for my house’ because they trust me,” she said.
Ms Strickland said she lives her life by the Zig Ziglar quote, ‘If they like you they’ll listen to you. If they trust you they’ll do business with you’. She believes the key to winning trust is truly caring about your clients.
“I’m there for my clients. It doesn’t matter how busy you are, how many balls you’re juggling, how many properties you’re selling at a time, but when you sit there with your client that you’re selling for, you need to be present,” she said.
“Plug in, connect, be genuine, be yourself, because humans have a great radar for who’s performing and who’s real. When I sit with my clients, they know I’m all in.”
Trying to fake a connection with your clients will make you look less genuine. You have to want to work with the client and share in their journey with them, Ms Strickland said.
“Tuning in and being present and living in the moment is a massive thing that I definitely do and do well, hence why I have a lot of people come to me and want me to represent them in their property journey.”
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