How do you build trust?

What can someone like me do to build trust with prospects? My work is calling on people who are selling their homes by themselves and getting them to list their home for sale with our company or meeting with people who call in and want to look at the homes we have listed.

Trust comes with time, but you can help it along greatly by establishing rapport. One of the best ways I know of that is by reflection, or mirroring. Mirroring is simply behaving the same way they do, but not in an obvious manner. If they are loud, speak loud, if they pause alot when they speak, you do too. Set your speech pattern to match thiers, expressions too. If they are stadning and put thier hands in thier pockets, you do it do some how. When you firt try it, you'll feel like an idiot, so do it to someone you know, when your comfortable with it, you'll find yourself doing it without even thinking about it.

People like people who are like them, if you are like them, they will like you. Then you have 80% of your trust building done.

Hope this helps,

TM

Establish credibility with testimonials from satisfied customers. If the prospect knows these customers that will be even better.

When I'm working with a prospect I look for common ground or points that we both agree on. I feel that doing this helps bring me to their side of the table and reduces the "Us vs. Them" mindset.

So far, I've been dealing locally only with people I know. They already trust me so I don't have the problem of building trust.....yet. As I continue to grow my business, I'll have to deal with that so will keep an eye on this thread.

Thomas

I am not in the real estate business so perhaps there are things unique to it I am not aware of. Have you thought of asking the most successful agent in your company or your town to let you buy them lunch and pick their brain?

You meet people in their homes. Look for clues to help establish the common ground Jolly Roger mentioned. As you walk up, are there kid's toys or bikes? Does the yard show a love of gardening? When you first step inside are there family pictures or hobby photos?

These clues will help you if you will see them and talk about those things as opposed to immediately beginning your sales effort. Jolly Roger was right when he talked about the "us vs. them". What they need to see is you are like them. Relate the clues you see to another successful listing or sale customer. This gives your prospect the "he can do the same for me" feeling.

Jeff Blackwell has a nice post on this subject:

How to Build Trust and Rapport Quickly

Best of luck in your selling efforts.

Thomas as much as possible take advantage of the trust that comes with referrals and introductions.

I know one good way to establish trust is to show the other person that you are listening and that you understand them.

Quote:

Originally Posted by SpeedRacer

I know one good way to establish trust is to show the other person that you are listening and that you understand them.

I agree. When I first started selling I talked too much. Now I know that it's very important to listen carefully to what the prospect has to say.

ozzie

Very old sayings in sales...You have 2 ears and 1 mouth, use them in that proportion.

Samson slew 10,000 Philistines with the jawbone of an *** and that many deals are killed every day with the same weapon.

Best of luck in your selling efforts.

	#1
Thomas	How do you build trust? What can someone like me do to build trust with prospects? My work is calling on people who are selling their homes by themselves and getting them to list their home for sale with our company or meeting with people who call in and want to look at the homes we have listed.

	#2
TommyMac5	Trust comes with time, but you can help it along greatly by establishing rapport. One of the best ways I know of that is by reflection, or mirroring. Mirroring is simply behaving the same way they do, but not in an obvious manner. If they are loud, speak loud, if they pause alot when they speak, you do too. Set your speech pattern to match thiers, expressions too. If they are stadning and put thier hands in thier pockets, you do it do some how. When you firt try it, you'll feel like an idiot, so do it to someone you know, when your comfortable with it, you'll find yourself doing it without even thinking about it. People like people who are like them, if you are like them, they will like you. Then you have 80% of your trust building done. Hope this helps, TM

	#3
Marcus	Testimonials Establish credibility with testimonials from satisfied customers. If the prospect knows these customers that will be even better.

	#4
Jolly Roger	Find common ground When I'm working with a prospect I look for common ground or points that we both agree on. I feel that doing this helps bring me to their side of the table and reduces the "Us vs. Them" mindset. __________________ "The beatings will continue until morale improves."

	#5
ozzie	So far, I've been dealing locally only with people I know. They already trust me so I don't have the problem of building trust.....yet. As I continue to grow my business, I'll have to deal with that so will keep an eye on this thread.

	#6
Masteri5	Thomas I am not in the real estate business so perhaps there are things unique to it I am not aware of. Have you thought of asking the most successful agent in your company or your town to let you buy them lunch and pick their brain? You meet people in their homes. Look for clues to help establish the common ground Jolly Roger mentioned. As you walk up, are there kid's toys or bikes? Does the yard show a love of gardening? When you first step inside are there family pictures or hobby photos? These clues will help you if you will see them and talk about those things as opposed to immediately beginning your sales effort. Jolly Roger was right when he talked about the "us vs. them". What they need to see is you are like them. Relate the clues you see to another successful listing or sale customer. This gives your prospect the "he can do the same for me" feeling. Jeff Blackwell has a nice post on this subject: How to Build Trust and Rapport Quickly Best of luck in your selling efforts. __________________ You can never get what you want until you help others get what they want http://www.masteringselling.com

	#7
AZBroker	Refferals and Introductions Thomas as much as possible take advantage of the trust that comes with referrals and introductions.

	#8
SpeedRacer	Attentive Listening I know one good way to establish trust is to show the other person that you are listening and that you understand them.

How do you build trust?

Sales Approach