5 min read · November 28, 2023
You’ve started your own real estate brokerage or maybe you’re an agent working with a sponsoring broker and now it’s time to start building client relationships. Your instinct may be to grab as many clients as possible right off the bat. We encourage you to put most of your energy into building client trust.
What do clients expect from brokers and agents when navigating the modern real estate landscape? There’s more to becoming a success in your local market than helping clients buy and sell houses.
From creating a cohesive brand to generating the right leads to meeting each client’s unique needs, we’ve got you covered.
Read on for our tips for real estate agents to create lasting relationships with clients.
Client trust is multifaceted, with factors like quality of services and good reviews taking the lead in what builds the most trust. In order to achieve this level of trust, it’s important to create a brand that clients quickly recognize.
Start with branding materials like your logo, website, and color scheme. Make sure that you use these elements consistently across all channels, from your social media to your mailers and billboards. Consistency creates recognition, making it easier for clients to remember that your brokerage is the one that provided those great services or had great reviews.
A strong brokerage relies on the right technology, and that includes lead generation software. When you’re reaching out to potential clients that really are looking for real estate services, you’re more likely to build a partnership.
Showing up in a client’s life at the right time establishes that you’re knowledgeable and professional. Showing up when someone isn’t in need of your services could lead to a partnership down the line, but it can also make you look like you’re grasping at straws or over-extending your reach.
Once you’ve secured your first few clients, it’s crucial that you’re available and flexible. Until you’re accustomed to the work and have a strong team, it’s important that you don’t take on too many clients at once.
The right notification system will ensure that you no call, text, or email goes unnoticed. A swift response reassures clients that you’re prioritizing their goals.
As we navigate a tumultuous real estate market, it’s important to stay on top of your local and regional real estate industry. If there’s one thing a real estate professional needs to know, it’s that local trends don’t always reflect national trends. Chances are, your clients have preconceived notions about prices and inventory that don’t align with what’s happening in their neighborhoods.
Trends aren’t the only thing you need to know to build trust. You should have your finger on the pulse of every new listing, including off-market listings, to get your buyers in early. You should develop partnerships with other agents in your region to find the right buyers for your sellers.
No matter the market conditions, time is of the essence. When competition heats up for buyers, they need to get into as many open houses and showings as possible. When competition heats up for sellers, they need to snag the attention of buyers ASAP.
As a real estate broker or agent, it’s up to you to make sure that these open houses and private showings happen in a timely manner. That means that you need to learn how to keep track of multiple schedules, communicate quickly about new listings, and jump on every opportunity that comes your way.
Sure, some clients may have bought or sold a home in the area before. They might have a home inspector in mind or know about the best contractors for post-purchase renovations.
However, this won’t be the case more often than it is. When you can go above and beyond to help your client secure the right lender, home inspector, and more, you show that you don’t just care about the commission. You care about their overall satisfaction and happiness.
Clients don’t just expect that a real estate agent will help them find the right property or the right buyer. They also expect guidance in several key areas that can become a little stressful and very confusing. This includes things like inspections, negotiations, and closing.
Though your client should attend their home inspection, you’re more equipped to evaluate what the inspector reports in order to identify major green and red flags. When it comes to negotiations, you should use time-tested tactics and apply your intuition that tells you when you’ve reached the best offer. The more present you are at the most stressful moments, the more your clients will be glad they hired you.
At the end of the day, one of the best ways to build trust with your clients is to avoid the cookie-cutter approach. In other words, don’t treat each client like they all have the same goals or want to follow the same trajectory.
Always let your clients take the lead when it comes to discussing what they want, from must-haves in a property to their ideal timeline. Before you tell them anything is impossible (like scoring a five-bedroom single-family home in a dense metropolitan area), work together to exhaust your options. The closer you get to bringing their dream to life, the happier they’ll be, and the recommendations to friends and family will flow.
When you launch a new real estate brokerage, you’re building trust from scratch. While this can seem daunting, following our guide will turn you from the new kid on the block into the best agent in your region. As players in the modern real estate landscape, we know what it takes to hit success.
Pinnacle is one of the leading real estate sponsors today. We offer 100% commission sponsorship plans and all the latest tools to support your growth. Contact us to learn more about how Pinnacle can help you achieve your real estate dreams.