Managers: Are Your Agents Raising or Eroding Trust?

In my blog a few days ago, I talked about how agents need to ‘up’ their trust establishment in this non-trusting world. I gave you the first five methods to train your agents to create trustworthiness. Now, here are the last 5 methods.

6. Tell the truth attractively. Show evidence. Don’t try to scare the client into action by predicting the future.

Have you trained your agents to ‘tell the truth attractively’? Have you hung out with them when they are doing listing or buyers’ presentations? Want to get scared?

7. Evaluate the client for long-term relationships. Is the client someone you want to add to your ‘tribe’?

Teach your agents to qualify buyers and sellers according to their ability to become long-term clients, not one-time sales.

8. Use ‘tough love’ with a client to tell the truth, turn down a client—to stay true to your values. Do what’s best for the client.

A study of very successful agents showed that they regularly let the client know whether the client’s desires were reasonable—or not. Have you trained your agents to do that? Do you have evaluators for this purpose?

9. Re-cap. Regularly, stop and re-cap with the client. Do this, too, when you can’t meet client expectations.

Practice the re-cap with your agents. In other words, take the client back to the office and re-cap what happened and what’s next.

10. Book of Greatness: Don’t brag about yourself in the middle of a presentation. Create a ‘Book of Greatness’ to use in your pre-first visit so your clients get to know you and your approach to sales.

Managers: For your list of what can go in your Book of Greatness in your lobby (what a great recruiting tool!), click here.

Skill enhancers, time savers, and presentation builders:

See Your Professional Portfolio to assemble an effective ‘book of greatness for agents.

See The Complete Buyer’s Agent Toolkit* to assemble and present your presentations to buyers. includes all presentations and evaluators.

See Your Client-Based Marketed System* to create presentations and systems to work effectively with sellers. Includes evaluators–self-training.

See Objection-Busters for buyers and sellers to handle barriers to a sale.

*tested and recommended by CRS (Council of Residential Specialists)