Tablets are a short-cut to building Trust
How can you help people trust you as their Real Estate Advisor? There are two steps you must follow, and when used properly, they can put your client’s mind at ease about working with you.
- Remember that “People don’t care what you know until they know that you care.” So, don’t talk about real estate until you get to know your client. Build a relationship before you begin discussing business by asking about their Family, Occupation, Recreation and Plans for the future (FORP).
- Using a tablet. When you come to the meeting with everything preplanned and printed, it may seem contrived, as if you knew exactly what you were going to say. That can be a big turn-off. The best way to break down a prospect’s defenses is to get them involved in the conversation and get them to tell you, as opposed to you telling them. In other words, hearing what they have to say is important to building trust.
Consider the following examples:
- You want to make the point to a buyer that prices are going up. Ask your buyers if they saw the article in the paper, then on your tablet, Google the article, open the web page and ask them how the info in the article impacts their decision to buy.
- You’re on an appointment to get a listing. You have closed more business than any other agent in the neighborhood. On your tablet you do an MLS query and pull up recent activity in their neighborhood showing your production. Ask them to verify your success.
- Your seller is reading about how the market is really coming back. With your sellers looking on, you pull up the 20 month’s supply of inventory and ask them to compare it to a normal 6 month’s supply. Then you ask them how long they think it will take to sell their home.
The point to all of the above examples is that when you get your clients involved and pull the information while they’re looking on, the information is beyond reproach, and so are you. When nothing seems to be contrived, you are far more believable. Besides the credibility, when you have your tablet, you have the information of the world at your fingertips. With a little practice, you can completely control the appointment. And, 100% control should equal 100% success.