Trust
is the belief that someone is reliable, good & honest
A trusting relationship is this belief in action
When meeting new clients, the first conversation is the beginning of an inquiry.
"Can I trust you?"
Most people don't come right out and ask this question. Trust is a process. It begins with getting to know someone and believing in them. Trust is the basis of every relationship. It is defined by actions, not words.
Building a Trusting Relationship with Home Buyers
Since we are exclusive buyer agents, this advice is geared for home buyers & their Realtors
- Be honest-never be afraid to tell your clients the truth. There are times when you will have bad news, that's to be expected. Just begin each relationship with clarity and stay on course. Ultimately, most clients will appreciate what you have to say.
- Follow through with a promise-especially the little things. Did you say you would get right back to your client, provide comps this afternoon? Home buyers are counting on us to give them as much information as possible, so they can make an informed decision.
- Give access to former clients-when you have people who love what you have done for them, let them shout your praises! Ask your former clients for referrals. We need to do this more often so I write this suggestion as a reminder to myself too!
- Recommend excellent home inspectors-as much as I know about homes; major systems, roofs, proper drainage and basements, I am not a home inspector! I believe a thorough home inspection is essential.
- Answer phone calls & emails promptly-this is the silliest and most common complaint from clients. Even if you have no new information, respond saying so. I heard someone at a party recently say,
"I emailed my Realtor wanting to see a house on Tuesday. He called me back Thursday afternoon."
People just want to be heard and acknowledged. Take a moment to reassure your client you heard what they said and will get back with information as soon as possible. Done!
Victoria Ray Henderson is Vice President & Associate Broker with Buyer's Edge
Marshall Henderson is an experienced exclusive buyer agent with Buyer's Edge
We Represent People, Not Property
4849 Rugby Avenue Bethesda Maryland 20814
office 301.657.1475 cell 301.922.1677
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