Trust and the professional Realtor

Trust and the professional Realtor

Once again, message board arguments are driving my writing. This one isn’t exactly a rebuttal to the argument I observed, so much as it made me think a little more deeply about something I already wanted to write about. The subject I already wanted to broach is the title of the piece. Trust between client and realtor is paramount to any smooth real estate transaction. This article will take a bit of a turn to start, but will come back around to why that trust is so important…and what your Realtor should be doing to earn yours.

So the post that started the argument started out with “I am tired of new agents…” and I thought “oh goody!”. Not because I want to hear about some untrained agent that screwed up a deal (which is what I fully expected to find in this case), but because I am all about self improvement and I find that people complaining about service are great places to find areas that need work. Whether a thread that complains about service is from an realty professional or a disgruntled client, there is almost always some piece of what happened that could have been avoided. Even if they don’t find a solution in that particular discussion (and we know that internet discussions are not particularly good places for solutions to be found), I find that knowing the problem can exist in the transaction gives me the opportunity to review my own best practices and work on avoiding similar problems for my home buying/home selling clients.

So anyway, I started reading the post and was surprised to find out it wasn’t about some error that a newb agent had made. The whole thing was this older agent raising Cain because he felt that the newb agent had given their client too much information about the process… and caused them to stress, which ALMOST derailed the real estate deal.

Now when I first read that, I thought how in the hell can anyone have too much information. Like GI Joe said when we were kids, “knowing is half the battle”.

As I read a little further I understood the older real estate agents frustration, because the newb had apparently done a bad job of explaining a delay in the lenders portion of the transaction. Basically they gave the client just enough information to make them think the worst, without explaining how the problem would be resolved. The thing is though, even understanding the older agents frustration, I still disagree with their thesis. The new agent did not give the client too much information. He or she gave them too little information…but I can see why the older agent doesn’t get that.

You see the piece that the older agent is missing is that while the pre internet client didn’t know shit about shit when it came to a real estate transaction, clients now have tons of information at their fingertips. They do research. When a problem comes up, they will look for a solution on their own…whether they really understand it or not. So where back in the day, if a problem came up or if there was a delay, you could just fix it and not bother the client with details. That’s just not true now. When something happens in the transaction, if you can’t satisfactorily explain both the problem and a tenable solution to the client, they are going to do two things. First they are going to try to fix it themselves (usually without all of the necessary information and experience), and then when that makes matters worse, they are going to fire you.

How do I avoid that? Simple. I spend a lot more time that agents used to educating my client about the home buying or selling process. From day one I take the time to discuss the process in depth with my client. This does two things. It establishes the fact that I am the real estate professional, and the best place to turn when a problem comes up…and more importantly, it sets the clients expectations to what is actually going to happen during the process so that we can avoid those problems to begin with.

That time spent on education may feel wasted to old school agents, but modern professional Realtors know that clients today have a level of savvy that cannot be ignored. This is where the article comes back around to trust and the Realtor….its a side effect of that education.

I mean we already know that for the transaction to go smoothly the client has to trust our advice…and given that a new home is likely the largest single purchase our client will ever make, that trust is hard earned. Well what better way to gain someone’s trust than complete transparency. Not only do I help my client reduce their stress levels by understanding each step of the process intimately, but because I operate on such a transparent level my clients trust my advice. I mean when dealing with sphere of influence clients or from strong referrals that trust is usually pretty prepackaged, but I am early enough in my real estate career that large percentages of my clients are from advertising and other marketing methods. They don’t know me from Adam and I have to start from square one to earn their trust. What better way to do that than to show them what I am doing, and how I will get them from point a to point b.

So there you have it, another bunch of words about how I do business.

So if you want to work with a real estate professional who operates transparently and works to EARN your trust, give Robb a call at 317-657-8059 or email to set up your free home buyers or home sellers consultation.

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About Robb

A husband, Dad to 5, and Grandpa to 9. US Navy Vet. 18 Year Postal Employee turned full time Realtor. I enjoy a wide variety of things, but you will find that here I mostly write about Indianapolis, government/politics, recent news, and whatever book I am reading or have just finished at the moment.
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