Trust is the basis of any lasting relationship. When you work by referral, trust is essential to build lasting relationships with your clients. When your clients trust you, they’re more likely to refer you to their family and friends. There are many ways to build trust—do what you say you will, be consistent, etc. However, one of the most underrated ways is listening. Here are five ways that listening can help you to build trust and improve your relationships.
You’ll show respect. Often, we tend to become so wrapped up in what we’re going to say next that we only half listen to what the other person is saying. This can lead to misunderstandings and leave you and the other person feeling frustrated. Staying quiet while the other person speaks is the best way to show respect for the other person speaking. You not only hear what they’re saying, you also show that you respect them enough not to interrupt.
You’ll make the other person feel important. Many of us become distracted when we’re conversing with others. Perhaps we see someone that we recognize enter the room, we feel the buzz announcing a new message to our phones, etc. This prevents us from being present in the conversation and fully listening to what the other person is saying. When you block out the distractions and focus on the person speaking, you make the other person feel like the most important person in the room.
You’ll find out how to serve them better. Sometimes your client will blatantly tell you what they need; other times you’ll need to listen for it. Touching base with your clients on the phone or in-person each month will help you to listen for these needs. For example, if your client mentions that their roof is leaking, recommend a roofer from your network.
You’ll allow them to express themselves and calm down. Sometimes people need to vent their frustrations, particularly if a transaction is more involved than usual. Listening will help your client feel as if their concerns are being heard. Write down their points so that you can find solutions, and be sure to use reassuring language when addressing them.
It’s a way to show that you’re the consummate professional. Amateurs feel the need to be all “me, me, me!” all of the time. Professionals focus their attention on the other person, listen to what they have to say and find ways to fill needs.
When you’ve finished speaking with your clients, be sure to update their profile in Referral Maker® real estate CRM. If you’re not currently using Referral Maker, what are you waiting for? Referral Maker helps you maintain your relationships with your clients, send your monthly marketing materials and much more. Visit ReferralMaker.com to learn more and to start your 30-day free trial.
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