3 Keys to Build Trust With Buyers in Today’s Market

By Jay White

Jay White was born in Charlotte, NC. He has lived in Knoxville, TN and Duluth, GA (outside Atlanta). He attended Appalachian State University, majoring in Public Relations & Advertising. Jay enjoys playing golf, the beach, reading, and photography. When he's not working, he likes to spend time with his wife, Stephanie, and daughter, Callie. They love to visit Charleston, SC. He is a REALTOR & Broker with Keller Williams in Charlotte, NC. He founded The White Group with his father, Johnny. Upon arriving at Keller Williams, they implemented the system.

Everything that’s happening in the real estate industry puts buyers’s agents in a challenging situation. Buyer’s agents are wondering what their relationship with buyers is going to look like and how they can make consistent income. It all boils down to demonstrating your value and building trust with your clients as soon as you can. Here are three tips to establish strong relationships with clients for a successful home-buying experience:

1. Frame your relationship as a two-way street. See your client consultations as an interview where both of you are looking for the right fit. It’s reasonable to want to test the waters by signing a short agreement before being overly committed to a long contract with someone you don’t want to work with.

2. Audition at showings. Showings are your opportunity to showcase your expertise and knowledge of the local market. Show your potential clients that you are confident in what you’re doing, but don’t overdo it to the point of being too salesy.

3. Don’t be afraid to point out flaws. Be honest with your buyers about potential issues with the property. Pointing out flaws in the home, like what needs to be repaired or replaced, also gives you a chance to suggest solutions on how to structure a deal with the seller. Show that you have their best interest and are not only after your commission.

Buying a home can be stressful, even for experienced buyers. Treating your clients like how you would want to be treated and giving them the support they need builds trust and establishes long-term relationships.

If you have any questions or concerns, shoot me a DM. My email is info@jaywhitegroup.com and my cell phone is (704) 654-0733. I look forward to hearing from you.