Trust Is the Crucial Capital in Real Estate

Trust is essential in all relationships. In real estate, trust is the crucial capital. Stephen Covey wrote:

"Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships."

Given so much in real estate is communication, trust happens with that first phone call or contact.  To be able to develop begins my understanding how does one define trust? The Oxford Online Dictionary defines trust as:

“firm belief in the reliability, truth, ability or strength of someone.”

Merrian-Webster adds an additional word to define trust:

“firm belief in the character, ability, strength of truth of someone.”

From Cambridge Dictionary, another perspective is added:

“to believe that someone is good and honest and will not harm you”

Yet if we believe the statistics, polls from home buyers we find a considerable lack of trust:

For example from Clever Real Estate :

• 54 percent of recent home buyers believe their agent cared more about making a deal than their best interests
• 29 percent of buyers went unrepresented, and of those, 32 percent did not hire a real estate agent because they don’t trust them.

Another survey by Choice Home Warranty revealed that 67.5% of American don’t trust real estate agents. In the 2022 Gallup Survey regarding honesty within various professions, real estate agents ranked just above attorney and just below bankers. The good news real estate agents ranked above Members of Congress, Telemarketers and Car salespeople.

If we accept the premise people buy from people they know and trust, two questions come to mind:

How does a potential seller or buyer know you?

How does a potential seller or buyer trust you?

As to the first question, blogging on Active Rain is one way to have potential clients come to know you. Another way is through referrals from family and friends.  Testimonials on websites is a third way.

Now to trust you, that maybe a little more difficult. Possibly the easiest and simplest way to open the trust door is to answer the phone, text or email as quickly as possible. Then execute any actions or promised made. 

Also, don't attempt to sell yourself with some canned sales pitch. Be authentic and demonstrate emotional intelligence in all communications. Be knowledgeable about your area of competence.  Do not go outside your area of competence.

And remember the words of President Ronald Reagan who said:

"Trust but verify"

Remember as well, your potential clients have the ability to verify much of what you have communicated.

Leanne M Smith, The Grit and Gratitude Agent Who Goes the Extra Mile Because Life Begins Where the Pavement Ends.

Feature Photo Courtesy of Pixabay.com

Any reproduction of Leanne M Smith’s blog for use by any AI or GAI, distribution or reproduction including but not limited to electronic newsletters e.g. PDF’s Internet sites or physical products e.g. newspapers, CDs without prior written permission and consent by me, Leanne M. Smith (Leanne Hoagland-Smith) is strictly prohibited.