One Way to Gain a Clients' Trust? Be Trustworthy

Real Estate Agent with TopBroker Network Real Estate

After a recent listing appointment, I walked away from my prospective client feeling great! No listing agreement was signed nor am I sure I'll get the listing. Why, then, would I leave happy? Only one reason: I put her needs before mine.

I love this business and like most, love it when I close any transaction. (aka, get paid!) That said, I'm most excited when the transaction closes because my client made the best decision for him/herself and not because of what I wanted to see happen.

When the woman told me about her current financial situation and her plans to move into an independent senior living neighborhood, my first thought was not, "Gee, how much would someone offer on this house?" or "I know she'll choose to work with me after hearing what the previous agents had to say." Instead it was more like this... "I'm not sure selling her house is the best decision for her at this time!" I immediately shared my thoughts with her and in an instant, the seventy-eight-year-old looked at me in amazement. "You mean I should do nothing at this time?"  "That's correct. I want to make sure that you understand what you're getting into as far as the senior living residence is concerned and make sure you've considered all your options. Since you've only looked at this one place, I think you would benefit investigating other facilities as well. Depending on cost, it might be best to stay put where you are. I can help you look at different options and have great resources in the senior industry." Shortly before leaving, with surprising eyes, she quietly said, "You really care, don't you?" Later this week, I'll go visit her again, this time with more information and resources to share. Whatever comes of this, I'm convicted by my actions and know I did the right thing on that first visit.

Not every prospect ends with a signature. Not every transaction is a given to close. Nor will one end up working with every potential client one meets with. These are the uncertainties. What's most certain is putting my clients' needs before my own. With that comes the best thing of all: gaining trust. Trust must be earned. Following that comes the other earned compensation: a closed transaction and a piece of paper with $$ on it. Now that's a beautiful way to make a living!

Comments (5)

Michael Sims
Sims & Associates R.E. Corp - Snellville, GA


This is beautiful! You can and will never go wrong with keeping the customer's needs #1! We applaud you for also taking the very best care of our senior community. The very best to you!

Jul 27, 2009 02:17 PM
Carin Arrigo-Zimmer
TopBroker Network Real Estate - Orange, CA
TopBroker Network Real Estate

Michael & Rosemary ~ thank you so much for you're kind words! They're much appreciated.

Jul 28, 2009 04:38 PM
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

GO YOU!! I love ya, girl. It seems obvious to me... our job as licensed professionals is to analyze the situation and counsel accordingly. Which may not always lead to a paycheck...

Jul 29, 2009 12:37 PM
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

I somehow missed this post the first time around, but wow, what a wonderful story.  And kudos to you for doing the right thing.  You cannot go wrong when you choose the right path.

Aug 23, 2009 02:50 AM
Carin Arrigo-Zimmer
TopBroker Network Real Estate - Orange, CA
TopBroker Network Real Estate

Jennifer, Susan, thanks!!  It's not always a "slam-dunk" when doing the right thing, yet I believe all goodness comes around.

Aug 23, 2009 10:38 AM