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What do you do if your client in Corporate Real Estate is hesitant to trust you?

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In corporate real estate, earning trust is paramount to fostering successful client relationships. If you find yourself facing a client who's hesitant to trust you, it's crucial to understand that their reluctance may stem from past experiences or the high stakes involved in real estate decisions. The key to overcoming this challenge is to demonstrate your expertise, reliability, and commitment to their best interests. By taking the right steps, you can build a solid foundation of trust that not only secures the current deal but also paves the way for future collaborations.

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Peter Paul Pratter

Global Real Estate Strategist | Advisor | Sustainability | Market Entry | Organisation & Process Builder | +13 Years |…
Sani Baysal

Entrepreneur | Contractor from A to Z Worldwide | Commodity Trader | EN590 10PPM | Jet A1 | Icumsa45 |

1 Build Rapport

Trust begins with a strong rapport, which serves as the cornerstone of any successful client relationship in corporate real estate. Start by actively listening to your client's concerns and objectives. Show empathy and understanding toward their situation, and make sure to communicate in a clear, transparent manner. By engaging in regular, meaningful conversations, you can create a comfortable environment that encourages openness. This not only helps in addressing any immediate hesitations but also establishes a long-term communicative relationship.

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Sani Baysal

Entrepreneur | Contractor from A to Z Worldwide | Commodity Trader | EN590 10PPM | Jet A1 | Icumsa45 |
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To build trust with a hesitant client in Corporate Real Estate, focus on active listening, transparency, credibility, empathy, consistency, personal connections, providing value, and patience. Listen to their concerns, be transparent, showcase your expertise, show empathy, be consistent, find common ground, offer solutions, and be patient. By implementing these strategies, you can gradually establish a strong relationship built on trust and rapport.

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2 Show Expertise

Your client needs to see that you possess deep knowledge of the corporate real estate market. Share insights about current trends, zoning laws, and market dynamics without overwhelming them with jargon. Tailor your expertise to their specific needs by providing relevant case studies or examples of how you've navigated similar challenges in the past. This demonstration of competency will reassure your client that they are in capable hands.

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3 Provide References

One effective way to build trust is by letting others vouch for your credibility. Offer references from past clients who can attest to your professionalism and success in handling corporate real estate transactions. Hearing positive feedback from peers can significantly ease your client's apprehensions and provide them with the confidence they need to move forward.

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Lore D.

Realtor - Long Realty Company | Real Estate Investor | STR Strategy and Management Consultant | Business Developer | Cornell University Softball SuperFan | Ithaca College Football SuperFan
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References lay a foundation for trust with corporate clients. While you may be doing everything else right, a client may remain on the fence if they have no past experience completing a transaction with you. Giving the client multiple references to solidify your reputation and give the client confidence can be invaluable. Reach out to the references you’re providing so they are aware that they may get a call, and don’t hesitate to give them any points that may be of value to your prospective client. Often, happy past/current clients are pleased to help in these instances.

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4 Be Transparent

Transparency is key in mitigating trust issues. Ensure that all communications are clear and that you provide all necessary information upfront. Discuss potential risks and how you plan to address them. By being open about the process and any challenges that may arise, you demonstrate honesty and integrity, which are critical for building trust.

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Peter Paul Pratter

Global Real Estate Strategist | Advisor | Sustainability | Market Entry | Organisation & Process Builder | +13 Years | > 2 Bn. EUR Project Portfolio
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In Corporate Real Estate, your client is your colleague and you usually interact with senior leaders of the core business. You are responsible for executing projects to meet the core business' physical requirements to conduct its business and proper execution is highly relevant for business continuation. Your cross-functional project team should include all relevant stakeholders to keep them updated. Regular project updates, a clear and transparent project plan as well as formal approval steps should be integrated and covered in your project plan. Deviations from the project plan should be shared to gain trust and risks including suggestions to resolve respective issues should be brought to key stakeholders' attention for approval.

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5 Follow Through

Nothing speaks louder than actions, so make sure that you follow through on promises and commitments. If you say you will deliver a proposal by a certain date, do so. Being reliable in the small things will give your client confidence in your ability to manage the larger aspects of their corporate real estate needs. Consistency in your actions will reinforce the trustworthiness of your words.

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Nereida Figueroa

First Service Realty-ERA 13155 SW 42nd St, Miami, Fl 305 519-3199 29 and half years in the Real Estate Market full time.
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This is about TRUST. If client is not feeling secure with my service is because don't know me. What, I'm doing is showing at least my transactions where everyone is happy and their feedback. I'll will showing all my certification and the years doing my business. Also, I'll asking why they feeling like it and trying to remove all their objection and start over giving the best service possible.

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6 Adjust Approach

Lastly, be flexible and willing to adjust your approach based on the feedback and comfort level of your client. If they are not responsive to certain methods of communication or decision-making processes, be ready to adapt. This shows that you are attentive to their preferences and are committed to a partnership that works for them. By being responsive and adaptable, you demonstrate a client-centered approach that can help alleviate any lingering hesitancy.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Varun Bagla

Property Developer & Hotelier
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Be Confident It is imperative that you be comfortable in who you are and what you are developing. Your client will do a preliminary research of their own to determine the location benefits of your property, grade of construction quality, ease of access of public transport for daily commute, rental yield in the locality and so on. Any new relationship is rocky at the start and only smoothens over a period of time and what matters is how confident you were at the time within your own skin and with your project. To not be blatantly dismissive of criticisms and be defensive would be absolutely essential.

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What do you do if your client in Corporate Real Estate is hesitant to trust you?

1

2

3

4

5

6

7

1 Build Rapport

2 Show Expertise

3 Provide References

4 Be Transparent

5 Follow Through

6 Adjust Approach

7 Here’s what else to consider

Corporate Real Estate

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What do you do if your client in Corporate Real Estate is hesitant to trust you?

1

2

3

4

5

6

7

1 Build Rapport

2 Show Expertise

3 Provide References

4 Be Transparent

5 Follow Through

6 Adjust Approach

7 Here’s what else to consider

Corporate Real Estate

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