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Prioritising the most important commodity: trust

By Adrian Knowles
29 January 2024 | 10 minute read
adrian knowles harcourts reb kzdjhi

Trust is the most critical foundation of any relationship, and the same holds true for building a successful real estate business.

Whether you are a real estate agent or a property developer, prioritising trust-building with your clients is crucial to achieving long-term success.

Instant gratification is not the way to go

There is no denying that we all want to see quick results. However, when it comes to building trust, striving for instant gratification will get you nowhere.

Instead, you should focus on building trust with your clients long before they need to sell their property. By consistently speaking to potential clients over a period of time, you can build a relationship with them that is based on trust. The more trust you have built, the more likely they will turn to you when they are ready to sell their property.

Building trust is the most critical factor for clients when choosing a real estate agent. Clients want to work with someone they believe has their best interests at heart. Building trust can take months or years, but the payoff is great. Trust can lead to repeat business, referrals and an excellent reputation, which is essential in the competitive world of real estate.

Where to start

Building trust starts with the right mindset. Instead of thinking about what you can gain from the relationship, focus on what you can give. By being honest, reliable and informative, you can start to build trust. Demonstrate your expertise and knowledge by providing valuable and helpful information. Be upfront about any risks or potential downsides, and be transparent about your fees and commissions.

Clients appreciate honesty, and it can go a long way towards building trust.

A personal connection

In addition to honesty and transparency, you should also aim to build a personal connection. Take the time to get to know your clients and their needs and preferences. Listen actively and provide personalised advice that aligns with their goals. Ask questions and be genuinely interested in what they have to say. By showing empathy and compassion, you can build a strong emotional connection that fosters trust and loyalty.

Building trust is not a quick fix, but it is the most important commodity in the world of real estate. By prioritising trust-building, you can establish long-term relationships that are built on honesty, reliability and expertise. By taking a long-term approach, you can demonstrate your dedication and commitment to your clients’ needs, which can lead to increased referrals and repeat business.

Trust is the number one commodity. As the saying (almost) goes: build it and they will come (to you).

Adrian Knowles is the CEO of Harcourts Real Estate.

Prioritising the most important commodity: trust
adrian knowles harcourts reb kzdjhi
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