Can you think like your customer?

Many businesses market to the masses. For those of us in Real Estate this is not necessary, nor profitable. Most people do not treat the purchase of a home as a commodity. It is a personal transaction in which they will have to deal with many people and entities, most of which they cannot choose or control.

They can choose their Real Estate Agent and lender, and while to a certain extent cost comes into play, much of the decision is going to be based upon whether they trust you.

Trust is a feeling. People trust people that they like and that they share beliefs with.

So how do you build trust?

It’s not by telling them how great you are, or how many awards you have won. 

What do you have in common? Do they feel you are competent at what you do? Have you made the effort to help them or people that they know without any expectation of compensation?

Most of all, what can you offer them that brings value, and how does bringing that value translate into trusting you?

Nothing beats a face to face meeting, but video used properly can be a big help in getting to that face to face meeting. They can see and hear you, and at the same time helpful information can be provided.

I suggest having videos for each step of the process. How to get ready for home ownership. How to shop for a home. How to obtain financing and who to get it from. What to expect as you move through the escrow process.

Addressing all of these can help reduce their anxiety level, and let them get to know you better at the same time. Knowing you is a big step towards building trust.

And Trust is what makes them your friend and client for life.

Leo Linn

Need help building your video arsenal? Let me know!