6 WAYS TO GET YOUR

6 Ways to Get Your Client to Trust You

The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything or anyone who comes off as too salesy, and they want to work with individuals who they can trust. But how do you prove to someone you’ve likely never met that you can be trusted?

1Put Testimonials or Case Studies on Your Website

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it. You should always act in their best interest. When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

4Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

JANICE PIGGA

With a passion for knowledge, Janice Pigga strives to help her clients make the most informed decisions possible with an educational, empowering and attentive approach.

Her previous career was in higher education at Lafayette and Moravian College, planning events and activities for students. She loved educating students and providing them with the resources to help create successful events. Also, “I was negotiating contracts with artists, musicians and comedians, and I found I just had a knack for contract negotiations,” she explains. In 2013, Janice and her husband had their son. Her career in higher education led to working many late nights, not ideal when trying to take care of a new baby. She knew that she had to make a change, even though she loved working with students and it would be difficult to leave a career she fell in love with. “My dad is an agent and encouraged me to pursue Real Estate, so I just took the leap and it has changed my life.”

She’s now been in the business five years and is loving every minute of it. The best part about this business is now she’s selling homes to students she worked with during her time in higher education. As an independent agent serving the Lehigh Valley in Pennsylvania, Janice’s business is largely built off of referrals.

“I think of myself as the Angie’s List for real estate, I’m a resource for all things real estate and even outside of it,” she says. But Janice’s emphasis on education also sets her apart from her peers, as she makes it her main priority when working with clients. “I really do a great job in educating them on the process of buying or selling their home. I have video tutorials, a booklet, and even a custom timeline once we go under contract, which all help explain what to expect.” Throughout every step, Janice communicates, leaving no questions unanswered. Even after the transaction, she stays in touch through social media, phone calls, texts, monthly postcards and events. When you become a client, you become a friend.

After the transaction, buyers and sellers leave glowing reviews about their time together. One recently said, “Janice is a top notch Realtor®. She is an excellent communicator. She utilizes social media, keeps buyers apprised of changes in the market, finds obscure properties, works with other Realtors®, is honest, targets different audiences, develops web pages and keeps the seller in the know. She is always active in selling properties and offers her professional opinion when working with those in the market to sell. She is extremely knowledgeable of her area and locates properties quickly and decisively. She is at the top of her game and was a great asset when we sold our home.”

When Janice isn’t working, she’s staying active in the community through the United States Tennis Association. She also plays in tennis events that raise money for charities. During any free time, she’s hanging out with family, including her husband of 18 years and her seven-year-old son. Her family is also very active in the cycling community and her son has even started racing at local events.

Looking ahead, Janice plans to grow her referral business and help past students find agents. “I want my past students, friends and family to know that I can help them no matter where they are located. It’s my passion to help clients no matter where they are. I want to guide them through the buying or selling process.” In the meantime, she’s loving everything about her current path. “I love people, and just being able to help clients reach their goals is so rewarding.”

For more information about Janice Pigga, please call 484-634-1988 or email janicepigga@gmail.com

Michael Bower is proud to congratulate Janice Pigga

on being featured for the state of Pennsylvania in Top Agent Magazine!

Michael Bower mbower@annie-mac.com

AnnieMac Home Mortgage Tel: 610-973-3375 Ext. 3404 Cell: 610-533-3151 Fax: 973-287-0805

1205-1207 Penn Ave, 1st Floor, Wyomissing, PA 19610