Latest / The Real Estate Agent Playbook / Building Trust: The MVP of Long-Term Real Estate Success!

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Building Trust: The MVP of Long-Term Real Estate Success! · The Real Estate Agent Playbook

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  The foundation of any great team, any great collaboration is absolutely trust.
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  It is no different in real estate with your clients, with your community,
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  with the industry at as a whole.
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  So today we're gonna talk about the long-term M V P, the consummate M V P,
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  which is building trust in all things you do in your real estate career.
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  Stay tuned.
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  What's up guys?
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  Jeremy Kane Real Estate Agent Playbook.
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  So excited to bring this episode to you on YouTube as well as podcasts.
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  Please like, comment, subscribe on YouTube.
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  Please also share this episode with anybody who may be looking
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  at, you know, thinking about.
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  Building their real estate business or getting into the industry or whatever,
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  because it all starts with trust.
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  And if you can build a solid foundation with your clients, with your sphere,
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  with your industry of trust, you'll absolutely succeed in this game.
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  So please do that.
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  Share all the things.
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  I hope these help, and let's get into it.
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  Okay, so why are we talking about trust today?
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  I'm a huge sports guy, as you know, the real estate agent playbook,
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  and I absolutely know that every relationship has to have the foundation
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  of trust to absolutely succeed.
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  You've seen it in sports.
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  You know, something happens where, you know, a coach gets fired or something
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  happens where there's a little bit of violation of trust and you know, that
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  was his favorite coach and whatever, and then you know, the team's at odds
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  and the team absolutely crumbles.
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  There must be.
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  All five players on the court, all 11 players on the field, absolutely
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  trusting each other, trusting that common goal to get it done in real estate.
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  If we lack trust, our relationships don't flourish.
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  And if our relationships don't flourish, we become very transactional.
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  One transaction here, one transaction there.
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  Where we wanna build a trusting, nourishing format so that we get one
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  transaction and they give us three or four and they give us three or four.
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  And as you can see, that exponentially grows your business,
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  which is last time I checked.
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  Pretty cool.
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  So make sure that you're really focused on trust, and it kind of goes without saying,
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  if I'm speaking your language, I would absolutely love to sit down with you and
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  talk to you about how I've built trust with my agents to really dial in my repeat
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  client, repeat client referral business.
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  , book a call on the.
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  Calendly link below realtor game plan call and I'd be happy to help you.
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  So first things first, transparency is absolutely key.
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  You must show all your cards if you're not being transparent with your clients.
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  It's like a coach not showing the quarterback the playbook and just,
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  you know, hoping that he can explain play by play in all of those things.
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  You must have transparency.
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  You must be an open book.
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  You must be honest.
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  And you know, transparent with all things you do, especially with your
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  clients, with agents on the other side.
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  Now, you know, there's all kinds of different ideas there and
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  strategies as far as negotiation.
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  I'm not talking about that.
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  You must be trustworthy.
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  You must show up on time.
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  You must do.
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  What you need to do hit those deadlines because if you have that full transparency
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  with your clients, with the other agents, the deal will go smoother
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  and the transaction will complete.
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  And last time I checked, that's when we get paid.
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  That's when we win is is when the transaction completes.
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  So full transparency's absolutely the key to success in this industry,
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  both on the client side and in negotiations with other agents.
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  In order to build this up, we must also listen actively.
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  This is something that a lot of us, you know, struggle with at times.
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  We've never really been, you know, total listeners as entrepreneurs, we're
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  typically leaders, so we typically talk first, listen second, and we must listen.
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  We must listen to the needs of our clients.
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  Clients will tell you so much.
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  I did a, a, you know, YouTube video on another channel not too long ago about.
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  You know how I had a listing client who, you know, had listed her home before
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  and had struggles and didn't sell and, and had such a terrible experience,
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  and she kept saying the same thing.
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  For her, it was, Hey, this grocery store is literally walking distance.
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  You can walk to all three schools, elementary, middle, and high school,
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  as well as walk to the grocery store without crossing a major street.
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  I put that in the video because she said it four times because
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  it was actively listening.
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  That ended up in the testimonial.
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  It ended up being part of the reason that, you know, the video was successful.
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  And, you know, we got clients in through that home because it
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  was marketed to the right crowd.
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  It was marketed to somebody who, you know, sought after that neighborhood
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  who, you know, had kids in those schools that they could walk, you know, without
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  crossing the busy street, which who, you know, who knows, may not have been a huge
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  idea, especially in the luxury space.
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  But ultimately it was a huge deal.
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  So you must actively listen and you know, especially when those clients
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  have have had a negative experience, they're gonna tell you exactly
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  what they don't want you to do.
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  So make sure you're listening and understanding.
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  Likewise, when you're dealing in negotiations, let the other agent talk.
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  Typically, listing agents will tell you a lot more.
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  Then, you know, is given at face value.
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  If you're just listening and allow them to continue to talk and tell
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  their story, then you can take that information back to your client and
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  absolutely build a winning strategy on this side as you negotiate that deal.
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  So active listening is absolutely huge.
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  Getting that feedback and then building a strategy based on
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  all that data you've gathered.
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  Next up, we must have consistent communication.
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  Weekly check-ins, if you have an active listing or an under
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  contract listing are absolutely key.
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  You must communicate, you must have People know what's going on.
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  George Bryant talks a lot about the zone of doubt, and if you don't,
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  you know, actively communicate every step of the way and what's going
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  on here and what's going on there.
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  Your client, the buyer or the seller, will start to, you know, make up stories
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  in their head and you know, have some undue stress, which could negatively
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  impact the transaction at some point.
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  So you must communicate, you must be open and communicate clearly as well.
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  This goes without saying the other agent, the listing agent, if.
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  You know, or whatever, you know, Hey, the inspections this time
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  we'll probably get the report here.
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  This one will have the objection.
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  Especially if it's nearing those deadlines.
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  You wanna make sure that everybody's on the same page because if
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  you're, you have that open line of communication when things get tough.
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  It's not, I.
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  You know, you guys trying to figure out the relationship communication
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  strategies and all that, it's, Hey, okay, this is where we're at.
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  How do we solve this problem?
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  As a real estate agent, you are a problem solver, and that starts with effective
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  communication with all parties involved.
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  The next thing is huge, and this is, you know, something
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  that maybe we struggle with.
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  We talk, you know, back to the talking a lot, we say things.
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  You must follow through on what your promises are.
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  You must deliver.
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  You are the postman, you are the delivery, you're, you gotta
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  hit that game winner, right?
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  If you're saying, yeah, we're gonna do this, or you know, Hey, you know, the
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  seller's not willing to do that, but I'm gonna, you know, throw in 500 bucks.
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  Or, I'm gonna get you, you know, a washer and dryer, whatever, all these deal
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  breakers that you can throw in to help, you know, solve the problem at hand,
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  that maybe is at odds and save the deal.
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  Well, that's absolutely huge.
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  But you must deliver, do what you say you're gonna do.
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  If you're gonna say you're gonna do a marketing video for the, for the Pros
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  property that you're marketing, do the video as soon as you possibly can.
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  You know, it's ready for pictures.
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  You're out there recording, you're doing it, you're paying for the
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  editing, you're getting it done, you're putting it out there.
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  You must deliver on your promises or things start to go south.
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  And as we talk about, that'll come up in those testimonials.
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  Well, they said they were gonna have this, you know, three page
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  bi-fold, glossy colored flyer for my house, and I never saw it.
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  And we're on the market for.
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  You know, 20 days.
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  And so that's when things start to get in trouble is when you know things don't go
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  quick, boom, boom, boom, like they have been over the last three or four years.
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  But just deliver on your promises.
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  Deliver on your promise to the other agent, to absolutely do everything you
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  can to get this to the closing table.
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  Deliver on your promise to the lender that you'll work in concert with
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  them to help get all the information they need when they need it.
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  If they're having trouble, title, all the things you must deliver on your promises.
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  You must.
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  Have that truth in your word, right?
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  Because if we're talking about, you know, Hey, hey guys, you go get that W
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  today, you're not gonna have practice.
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  And then you show up and you're like, oh, we got the W but it wasn't very good.
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  We're having practice.
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  Well then, then you have, you know, all kinds of trust issues and, and that's
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  where things start to break down.
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  If you're not delivering on your promises, this is the single most important.
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  Peace of having that trust, right?
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  If I deliver on my promise, deliver on my promise, deliver
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  on my promise the next time.
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  There's no doubt that you know when the client needs to buy or sell another
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  house, or their kids want to buy or sell a house or whatever that is, that they
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  can trust that I'll take care of them the same way that I took care of them.
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  Because that's always a promise I make.
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  So we must, you know, build that rapport and continue to level up every single
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  day by delivering on our promises.
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  So out of these, which one do you think is most important?
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  Comment below.
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  Maybe what, what one is your strength or anything like that.
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  Comment below.
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  I'd love to hear from you and love to start that conversation.
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  And then we must continue to maintain that trust.
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  We must continue to train.
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  We must, we can't get that multimillion dollar contract and
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  then, You know, fall off the wagon.
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  You know, as some athletes do, they get that top, top, top contract.
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  Some athletes find that, as you know, fuel to the fire.
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  Some athletes feel like they've made it right.
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  You've seen it where you get that big contract.
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  Neither they level up and become superwell, M V P, or.
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  They fall off a ton and you know, five years later you're like,
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  oh, we're still paying that guy.
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  What's going on?
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  You don't want to be that person.
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  So continue to follow up, continue to show up and ask for feedback, right?
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  Continue to, you know, kind of, I guess, check yourself, right?
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  How are we doing?
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  What's going on?
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  If I say I'm gonna do an annual review every year, I better at least
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  try and reach out and get that done, you know, or, Hey, how am I doing?
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  Is, did I miss anything?
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  What do you think of those?
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  You know, crumble cookies.
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  I send you whatever it is.
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  Always check in and get the temperature of your client because then you know how
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  to adjust your business moving forward.
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  They are in it from the client's perspective, not the real
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  estate agent's, you know, brain.
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  So always ask for feedback.
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  Always continue to maintain that trust in the long run.
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  Do what you say you're gonna do.
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  Open communication.
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  Educate yourself and know exactly what's going on, because if you're
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  able to get this big T word, you will absolutely win more than you will lose.
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  And just like this, here we are.
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  Trust is the cornerstone, both in sport and real estate.
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  Make sure that you prioritize it, nurture it.
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  And when those relationships come to fruition, it is absolutely the reason
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  you are thriving is because of the trust built early on in those initial
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  meetings, in that first time home buyer consultation, whatever that is, let's
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  create winning relationships together.
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  If you would like more insights like this, please like, comment, subscribe, share the
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  episode over on the podcast side, and I would be happy to chat with you anytime.
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  Let's go get a win today.
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  Bye-bye.