The “Strictest Confidence” Close
It’s remarkable how often good agents are unsuccessful developing strong ties with their buyers and sellers. Quite often this happens because an agent feels uncomfortable prying into a client’s personal life or personal situation. For agents that are hesitant to pursue this information, we have three words:
“Get Over Yourself!”
If your buyers and sellers are not comfortable sharing personal information with you, they don’t consider you a trusted real estate advisor or someone that is in their inner circle.
On the other hand, if a client is willing to share this information with you, it means that they have complete trust in you and it is highly unlikely they will consider doing business with another agent. One of the best ways to establish this intimacy with your clients is to reassure them that whatever is discussed with you as their trusted advisor will not be discussed with anyone else. The following statement is ideal to you:
“Mr. Buyer/Seller, I want to assure you that whatever personal information we discuss, will always be held in the strictest confidence. Your situation will never be discussed with anyone else.”
This statement is especially effective when your client is expressing a reservation about a subject that is especially sensitive like family finances or personal challenges. By reassuring them that you are someone they can trust you become part of their inner circle with a great deal of influence over real estate decisions they make.
So, in the future when a client or prospect is concerned about giving you confidential information, use the above statement to reassure them that you can be trusted.