Building Trust With Real Estate Buyers
How To Build Trust with Customers in Real Estate
As a real estate agent, most of your business will probably come from your sphere of influence, past clients, and referrals. One of the best ways to spark referrals is through building trust with your current buyers. Real estate buyers can be the best source of referrals because they spend so much time with their agent and a bond is formed. You can build more trust with your buyers by offering them a ride, pointing out negatives in homes, asking questions, providing advice, and nailing your social media profiles.
In this real estate agent training podcast, you will learn how to build trust with real estate buyers.
Podcast Transcript
[00:00:00] Hello and welcome to Rev Real Estate School. The podcast with quick tips and actionable advice to help you sell more real estate in today's world. And now your host Michael Montgomery.
[00:00:10] Hello and welcome back to Rev Real Estate School. I'm your host Michael Montgomery. Today we're talking about trust and specifically about buyer trust. The thing about buyers the thing that I find about buyers is they can be your biggest source of referrals. You're going through this process with them. And oftentimes it's exciting it can have its ups and its downs but oftentimes it's an exciting process. And at the end of the process if they're super pumped about the service that you delivered then oftentimes it's pretty easy to get a referral from them. But the trick is the trick really is with these buyers is how you can build trust with them. So naturally they just want to refer your name out after the transaction is over or even during the transaction.
[00:00:56] Now I know when we start working with buyers and when we get into the industry we know we're going to provide the best level of customer service and I'm not saying that we don't but sometimes there are ways that we can provide better levels of service to help "wow" are buyers and to differentiate ourselves from the competition. These are things that were not naturally doing because they can be a little bit uncomfortable. So today we're going to jump into five different things that you can do to build trust with your current buyers so buyers that are out there looking right now and how those can lead to more referrals down the road.
[00:01:31] The first one is more of a hack and it's get the client in your car. So when we're working with buyers in this day and age it's pretty common for them to just follow us from listing to listing we get out we show the home which had with them a little bit then back in our own cars and off we go if we're able to get them in our car we're able to have so much more of a conversation with them. Now if you're thinking about this and you're like oh man how am I going to be able to get from one listening to the next and be focused on the roads while also trying to build rapport with the client. Yes, it does take a little bit of practice but you'll find you'll build such a better relationship with the client when you have them in your car when you're going from listening to listening you're not always talking about real estate that's when you start talking about things that are important to this person and this is where the real magic happens is when you start having personal conversations with your clients outside of real estate. This is where the trust really builds. So a very easy way that you can start building trust with your buyers and even your sellers if you're going from home to home to just tour them through some of the listings on the market for that matter get them in your car. It's such an easy way to just naturally start conversations with them and build more trust. Now if the thought of this is just making you uneasy and you do not like the sounds of putting somebody else in your car and having to talk to them throughout this process chances are you need to do it even more those things that were resisting are usually the things we need to do the most.
[00:02:58] Now if you're starting out in the industry and you don't think you have the nicest car in the world that is totally fine. All you need is a clean car. You just need to clean the thing out. It doesn't have to be a super luxury car you don't have to go rent a car for all of your showings. It just needs to be clean.
[00:03:15] Next on the list when you're in a home don't be afraid to point out the issues or to discount the home altogether. Now when you start working with buyers they're going to have an image in their head of what a real estate agent is and what real estate agent does. And oftentimes it's not the best image they think that we're going to try and get them into the first home that we show them. So in building rapport with them and in building trust we have to be going through the home and showing them things that are potentially drawbacks or we need to discount the home altogether if we don't think it's the right buy. Now this is our job as real estate agents. And there's another school of thought that of course is you don't want to come through the home and be discounting it because those sort of things could potentially work for the buyer. Now yes when we're going through the home with the buyer we want to be asking questions and if we're starting to hear the home is not going to work for them then we can use this opportunity to build trust and say you know what. This home probably isn't a great buy or here a few more other issues. We should always be bringing these things up because that's what they're hiring us to do. They're hiring us to represent them. And we do not want to just conceal these items and then brushed under the rug because that will come back and bite us down the road.
[00:04:28] Now most real estate agents don't mean to do this and in a lot of ways it's good we don't put our subjective opinions onto the home for the buyer. But we also do want to advise the buyer if the buyer says well it doesn't bug me if I'm on a busy road it doesn't matter to me. Well we should let them know that down the road for resale this will impact their resale price. So we're doing our job by advising them and helping them and this in turn is building trust.
[00:04:53] Number three and this ties back to number two as we're going through the home and potentially pointing out some drawbacks we want to be asking them a lot of questions. So number three is asking them questions. We don't want to be telling them about the house. You want to be asking them what do you think about the kitchen? How do you like the bedroom in the basement? How do you like the backyard? So we're asking these questions versus telling them. And this is how we start to pull the information out of buyers versus pushing the information towards the buyers. There's a different feel there. When you're asking questions you're getting them talking and if you've been listening to this show for a while I'm sure you've heard me mention this idea that the person that does the most talking typically thinks the conversation or meeting went the best. Therefore if you are showing a home and you were doing a ton of talking you might think that showing would awesome but in fact the buyer doesn't feel that way. If instead you're asking questions and you're pulling information from the buyer oftentimes the buyer thinks the meeting goes better because they're doing more of the talking. It's a very very powerful concept. The person that does the most talking typically thinks the conversation or meeting went best. Number three is provide them with some unsolicited real estate information. So your MLS system probably has them on some automatic search feature or your website has them on some automatic search feature but try to provide them with more value than just the automated listings that are coming up. See if you can pull some listings from different neighborhoods pull some real estate statistics just sending them more additional unsolicited real estate information. This again starts to build value and build trust between you and the buyer. And then coming back to the start buyers can be the best sources of referrals. So make sure that you're doing these things to really solidify your relationship. Finally perfects your social media profiles. Buyers will research us while they're working with us before they're working with us after they work with us. Make sure that your social media profile and this goes for anything in real estate. Just has this cohesive look because before they really buy into us before they even jump into the car with us they're going to need to trust our online profile. So I recommend making sure that all your social media profiles have a similar look to them and make sure you spend time on your. About Us section of your Web site or your brokerages Web site. People read these in detail they want to know who you are. So those are your five tips for building trust with buyers and remember buyers can be one of the best sources of referrals. So make sure that you're building trust with the buyers. Thank you very much for listening this episode and we'll see you in the next lesson.
[00:07:38] This episode of Rev real estate school has come to a close. Thank you for tuning in. We'll see you back here. Lesson.