In this and any industry, trust is a fundamental ingredient to successfully
growing a sustainable business. Realistically, there are a number of different
players in every transaction you are involved with, and in most cases that one
transaction can lead to many more in the months and years to come IF you deliver
excellent service and communication when and where it is necessary.
On every purchase transaction, there is a borrower, seller, referral partner,
an agent on the listing and selling side, processors, underwriters, funders,
escrow, title and managers of each of those people in their respective groups
and organizations. Talk about IMPACT! What a great opportunity to reinforce WHY
DOING BUSINESSS WITH YOU creates VALUE for all involved.
Here are a few simple things to consider about establishing and Building
Trust through ACTIONs (which are always louder than words):
- Follow Up and Follow Through – Clarity and consistency of
communication and how you conduct business and/or follow through is the first
key to establishing TRUST. As you gain ‘air time’ and experience with those
involved on the transaction, over time, on multiple occasions, and with
consistency – Trust is built and you set the bar for future interactions.
- Don’t’ Over-Complicate Conversations – Summarize what needs to be
said in the shortest, most clear and concise way without over complicating what
you are trying to communicate. As sales people, telling stories and
‘over-sharing’ is a personality trait for most. Keep interactions with Clients,
Referral Partners and Co-Workers SHORT AND SWEET. That said, be prepared – when
necessary – to explain with crystal clarity and citing specifics the
details to back up your summary.
- Be APPRECIATIVE and RESPECTFUL – There is a heightened level of
stress for ALL involved in transactions today. The amount of work necessary and
time involved can create tension and stress. SHOW SOME APPRECIATION and say
THANK YOU when you can to those who you know deserve it. It feels good to have
people thank you and they will remember it.
- REMEMBER YOU ARE SELLING A FEELING – The experience had by all
involved in a transaction leaves them with a FEELING. When someone has a good
feeling, they will certainly remember it. As it is replicated again and
again….doing business with you becomes a pleasure.
- Don’t be afraid to hold people ACCOUNTABLE – Lastly, as the shaper of
your business world, be mindful of who plays what role and what their
responsibility is in the process. Understanding service standards and managing
the process will create some proactive opportunities for you to catch items that
can derail your otherwise smooth and seamless pleasure cruise.
There are SO MANY ways to build and maintain trust in relationships. The
bottom line is that TRUST is NECESSARY and CRITICAL to your long term
sustainable success. It takes a long time to build trust and only one action by
you to break it.
Let me know how this topic IMPACTs your business. Hammerhouse — a leading
strategic and development growth partner — will continue to strive to create
value by reporting on the trends and best business practices in our industry. If
you want to find out more, give us a call. If someone has forwarded this IMPACT
to you and you would like to start receiving these personally, please visit our
website
www.teamhammerhouse.com and
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