Buffini & Company Blog

Are You a Trust Gainer or a Trust Drainer?

Purchasing a home is one of the most exciting and scary experiences people have in their lives. To help navigate the ins-and-outs of the process, they need someone they can trust. You have the opportunity to not only be their REALTOR®, but also become their trusted advisor when it comes to all real estate topics.

It is important to remember you are not only showing them houses and walking them through paperwork, but also acting on their behalf with their best interest at heart. Make sure you are working at all times to gain and earn their trust. Here’s how the dictionary defines trust:

Trust: [noun] reliance on the integrity, strength, ability, surety, etc., of a person or thing; confidence.

So how exactly can you build that critical trust with your clients? Start with these strategies.

Make Deposits in Their Emotional Bank Account

People like to feel acknowledged and appreciated. It’s very easy to bring joy to someone in small ways that make a huge difference when it comes to building trust. A simple hand-written note, or a fun gift that shows you were listening when you last connected creates a lasting impression that compounds over time.  Consistently sending them an item of value either in the mail or via email helps them understand not only your character (how much care), but also your competence (how good you are at what you do). These 2 components are extremely important when working to earn someone’s trust.

Seek to Be of Service

Educate your clients not only on the properties they are interested in, but also on the process itself.  Share specific steps and expectation for what’s to come. In addition to all of the “normal” actions that need to be taken, now more than ever, people need help with the newest procedures and protocols that must be followed when either buying or selling a home. Make sure you are communicating how they can expect you to be there to assist them throughout.

Let People Know

It always a good idea to remind people (even your closest friends and family) that you are here for them. It’s easy take their business and referrals for granted and then get upset when they use someone else to buy or sell a home.  Here’s a simple dialogue you can use to gently mention you are available to help.

“Oh, by the way…I’m never too busy for any of your referrals.”


“Oh, by the way…I am always here to help you, your friends and family with any of their real estate needs. How can I be of service?”

Referral Maker PRO is part of a high quality real estate lead generation system that provides you with all of the materials you need to become the trusted advisor people need before, during and after a real estate transaction. It also helps you to remain top of mind when it comes time for your clients to share how worthy of their you are with referrals. Learn more about this real estate lead generation kit and get your sample now!

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