Trust

According to Merriam-Webster, trust is defined as belief that someone, or something, is reliable, good, honest and effective.

Sadly, in a world with multiple offers, many consumers don't hold the belief in the honesty part of that equation.  Therefore, they lack trust.

Real estate agents have to work very hard to ensure their clients trust them to be honest. We are seen first as sales people, and therefore, the trust is a hurdle.  

I've actually heard consumers make bold, blanket statements about their lack of trust in agents. Some even go as far as saying we purposefully inflate prices just so we can get a few extra hundred bucks on a commission check.  Oh, if they only knew how little a few hundred bucks means to us.  We would all love a happy customer with a great referral over a few hundred bucks.  Consumers don't know how agency works, they don't really understand our challenges, and they question integrity.

My clients always say they trust me - but they don't trust the other agent.  I get it.  I'm the same way with my children.  And bad drivers. Trust is hard earned and easily lost.  

So, when I call a listing agent with an offer, and they say they just received another offer... my clients radar goes up and they instantly think it's a con.

Even in this hot market, where multiple offers on good homes priced well, is the norm.  I ensure my clients I wouldn't let them pay to much for a house, simply because of a bidding war.  We analyze the market and their needs, and determine what price would make it valuable to them.  

This morning my clients lost a great investment opportunity over a lack of trust.  

My initial reaction is to say they lost a great investment over $5,000.  

However, as I step back, I realize it wasn't about the money. 

They lost a great investment over a lack of trust.