If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.

Why is it that when a doctor recommends a product, people buy it without any hesitation, without talking it over with their spouse, and without asking any questions.

The main reason being, people respect and trust their doctors, they see them as experts on medical topics, even though they are not authorities on every subject.

The relationship between a doctor and patient is built on trust and developed over time, therefore a doctor doesn’t have to sell anything, he simply has to recommend things, and people will buy.

Unfortunately, for real estate agents, it just isn’t that easy. Here are a few ways you can begin to command the respect of your client so that they will see you as an authority on the products you sell.

1. Gaining Trust

Work at getting your client to trust you. This can be hard in the beginning because you and your client are meeting for the very first time. Start out by getting to know your client, look for things that you might have in common. Let them know that building a relationship with them is more important to you than the houses you sell.

Listen carefully to them and explain anything and everything in plain English so that they will understand. Don’t be pushy, let them go at their own pace, but keep the conversation going. The more time you spend with your client, the better, because by spending time with them, they will get know you better. When they get to know you better, they begin to trust you.

2. Product/Service Knowledge

Know real estate, study it inside and out. Your client is going to want to know what your services can do for them, how it will make their lives easier, and how it can save them money. They are not concerned about your weekly or monthly goals.

If a client wants to know something about your services, you want to be prepared to answer, so study the real estate market. Would you buy from someone who didn’t know anything about the real estate, I wouldn’t.

3. Be Accessible

Always be available to your client, give them your cell number as well as your office phone number. By giving them your cell number you have just taken your first step to personalizing your business relationship. Make your client understand that you are available to answer any questions they may have, or to discuss any concerns they may have.

Keep in mind, by having them become comfortable calling you, you are giving yourself an opportunity to up sell every time they call you. Or you can just simply make them aware of any new services you have, or any new promotions going on.

Remember, building relationships is about trust. If your clients trust you, than they will do business with you. If your client likes you and trusts you, they will most likely refer their family and friends to you.

Make it a personal goal to get to a point in the relationships you have with your clients to recommend them your services as opposed to selling them. Good luck

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com a mortgage resource site.

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This entry was posted on Thursday, June 19th, 2008 at 3:43 pm and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.