10 Things You Can Do To Be the Likable and Trustable Real Estate Agent
There are thousands of real estate agents out there engaged in selling and buying commercial properties and homes for their clients; however, some property agents stand head and shoulders above the others and are simply better at their jobs. So why is that?
When considering this question, the first two words that spring to mind are ‘likable’ and ‘trustable’. Being likable is a lot more than just a warm smile; genuinely likable people have winning personalities, and buying and selling real estate is definitely a people-oriented business.
The property market business can be a tough business, and it takes a certain type of personality to be able to quickly gain a prospective client’s confidence. With a naturally likable personality you’ll find that people will want to work with you.
Successful real estate agents are typically not shy nor afraid to voice their opinions. At the same time, they’re not aggressive; they’re extremely passionate about what they do and they work hard to ensure their clients’ interests are being met.
These agents work equally well with both buyers and sellers and because they typically have many happy clients, they have a proven track record and they’re more than happy to provide testimonials of their past dealings.
Likability goes hand-in-hand with trust. As a real estate agent in today’s competitive market it’s imperative that you’re perceived as dependable and trustworthy. Let’s examine the specific traits that likeable and trustworthy people possess –
1. They Ooze Confidence
Confident people are usually likable people because they carry an air of self-assurance which other people find attractive. These people have done the necessary ‘work’ when it comes to self-doubt and their insecurities.
They believe in themselves and have mastered their confidence. When you fully believe in yourself, other people will believe in you too!
2. They Are Great Listeners
There’s a very real difference between hearing and listening. Listening takes practice and intention – it’s not automatic. When you actually listen to what someone is saying, you step aside and be mindful of the other person’s experience.
The beauty of really listening is that the rewards are instantaneous, because the better you listen the more you are appreciated, which results in a better connection and a better relationship. The art of truly listening is to stop thinking about what you’re going to say once the other person has stopped talking: focus on what the other person is saying and don’t be tempted to jump in and try and solve a problem or offer advice.
3. They Are Genuine
Genuine people with a genuine heart are authentic people: they don’t try to be something they’re not. Genuine people don’t pretend to know everything; if they’re unsure of something they’ll admit it and ask for help. Alternatively, if there’s something they don’t like, they’ll soon tell you.
4. They Are Inquisitive
A genuinely inquisitive person is an expert at getting people to talk about themselves. They have learned how to start a conversation by asking open-ended questions. They have the ability to get the other person engaged in a mutually-rewarding conversation. Too many people, including many veteran property agents unfortunately, talk too much and leave little time for the other party to ask questions.
5. They Are Positive
The status of the world we live in today has created a lot of negativity, so-much-so that meeting a positive person is like a welcoming breath of fresh air. Positive people exude a positive attitude, mindset, and their positive energy is quite tangible.
Of course it doesn’t mean that everything is right with their world; it simply means that positive people choose not to dwell on the negative, and this positive attitude is an extremely attractive trait in the business of selling real estate.
This idea of seeing the glass half full instead of half empty, a big difference in how people like you and see you. It makes you stand out from the rest.
6. They Are Consistent
Consistency and transparency are vitally important aspects when it comes to selling real estate. Being open and honest, and true to your word in both your behaviour and your actions, is the only way to build trust. You can earn a clients’ trust quite quickly by simply doing what you said you would do.
Body language is important too! The body language of likable and trustworthy people matches their verbal message.
7. They Know How to Connect
Genuinely likable agents understand that people love to hear the sound of their own name, simply because our name is such a big part of our identity, so they make a point of remembering and using people’s names.
When likable people smile when speaking, they exude friendship and warmth. It’s hard not to be drawn to someone who remembers your name, who is smiling, and speaking in warm, courteous tones. Real Estate Agents with these assets appear more competent and confident than those who struggle to develop relationships.
8. They Are Present
Everyone has ‘stuff’ going on in their life, but likable people know how to sidestep their personal issues and pay attention. They stay connected to the ‘moment of now’ and give their full, undivided attention to the person they’re speaking with. This is an amazing gift to give to others; a gift many people simply don’t understand.
If all the above sounds too hard, then don’t worry, because I’ve created my own personal list of the 10 things you can start doing right now to make your prospects like you.
If you’re thinking that you don’t have all the above positive traits, don’t despair because you’re not alone. The good news is that, like all skills, likability can be learned. The most important thing to remember is that people will decide within the first few minutes of meeting you whether they like you or not. This is an emotional decision, but quickly justified with logic.
Your real estate prospects will work with agents they like the most, not the most experienced or most knowledgeable agents. After all, who doesn’t prefer to work with someone they like and trust?
1. Look for Mutual Interests Or Hobbies
People with mutual interests or hobbies have a lot to talk about, right? So, if you know ahead of time that you’re going to be meeting new people and you’d like to establish a good relationship with them, do some prior homework and see if you can establish a mutual interest. Then watch their eyes light up as you include these ‘hot buttons’ in your conversations with your prospects.
The mutual interest can be anything at all, from music, books, and movies, right through to sports and favourite travel spots. It could be that you both know the same people, that you have done business with the same company, or that you’re involved in similar community organisations.
2. Write a ‘Thank-You’ Note
When you’re meeting a prospect for the first time, or a prospect has decided to engage you as their exclusive real estate agent, write them a note expressing your gratitude. Say that you will do your utmost to ensure they either get the best price for their house or find their dream home.
During the first six years of my career when I was actively selling, this practice landed me many exclusive listings.
3. Like And Comment On Their Social Media Posts
This tactic requires very little information about the person so I suggest you start with this strategy if you’re not familiar with the person. But don’t just like the post – comment! Better yet, share it with your friends on social media.
Not only will this catch his or her attention, it will also most likely get him or her to check out your social media profile.
4. Offer Valuable Insights
A great way to add value to your prospects is to share articles or videos that may be of value to them. This requires some careful observation. Start by paying attention to the articles and videos they currently like or share. You can also check in with your mutual friends on what your prospect likes to read, watch, or listen to. This will clarify the type of helpful insights you could share.
My agents are trained to help their clients build property portfolios through Property Wealth Planning. It is a systematic and safe way to own multiple properties. It helps our clients take their first step towards financial freedom through savvy investing insights and strategies.
5. Become Their PR Agent
You can become their unofficial PR agent by promoting their business or spreading positive word of mouth about their brand or personality.
For example, if your prospect is a restaurant owner, consider dining in their restaurant at least once and, if the food is great, post on social media to recommend it to your friends. Your prospect will be so grateful to you.
6. Introduce People Of Interest And Value To Them
If you focus on adding value to others, you will be liked and admired by many.
One of our greatest assets is our personal network. So take the time to find out the type of people your prospects are interested in getting into know. There may be someone you know who can help promote their career or an expert that can help them achieve their personal goals.
7. Support Their Personal Goals
People appreciate others who are supportive of their goals. You can either encourage them verbally or send resources that help support their personal goal. For example, if your prospect is learning to bake, you could buy him or her a baking book, or share with him or her some baking videos or articles.
You can also help them champion their causes. For example, you could help raise funds for your prospect’s adopted charity. If your prospect is concerned about global warming, you might choose to raise awareness by posting a relevant article on your social media platform. Just make sure to tag them when posting.
8. Remember Key Dates
This may be one of the easiest ways to get people to like you. Send good wishes to your prospects on their birthdays, wedding anniversary, and holiday seasons. You can also send congratulatory messages on their promotion, achievements, or new business venture.
I used to send MacDonald’s vouchers together with a birthday card to my clients’ children on their special day and they simply loved it.
You can subscribe to a Customers Relationship Management (CRM) app to help you remember all these important dates.
9. Help Solve Their Problems
As a Real Estate Agent, you must learn to solve your own problems as well as other peoples’ problems. Helping your prospects solve their pressing problems will bring you closer to their hearts.
One of my agents helps her high-value overseas clients look for schools for their children, and even brings them to enrichment classes every weekend. She also helps by running errands and taking care of some of their daily chores.
10. Buy Them A Gift
Buying a ‘thank-you’ gift for your clients can help strengthen most relationships. It need not be an expensive gift, but rather something they can use over a long period of time.
I always buy electrical appliances or throw a party for my new clients when they move into their new home. And I always get referrals from these clients.
In Conclusion
In a real estate sale, perhaps more so than any other kind of sales transaction, the property agent and the client will ideally form a bond in order to reach the finish line together. Don’t be afraid to crack a joke or use humour in your relationship. It puts people at ease and makes them relax while in your company. We are selling homes - not performing heart or brain surgeries.
Use all of the above tips and add in lots of hard work to provide quality service to your clients. And if you genuinely have your clients’ best interest at heart, you will become a very likable and trustable real estate agent that your prospects will want to use.
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If you would like to look for a proven mentor to shorten your learning curve, you can Whatsapp me. Otherwise you can schedule a 45 min consultation with me too.
To Your Success,
Gary Chua is the co-founder of Navis Living Group
—A 1300 agents-strong division with Huttons real estate agency, and the fastest growing group in this competitive industry. Gary is also a mentor to many real estate agents and team builders, for two decades and counting.
Before devoting his work full-time to grooming realtors, Gary was himself a distinguished real estate salesperson. He first stepped into the industry at age 30 in Year 2000 and having been Top 50 Achievers in his 5 years of sales, he understands the hurdles and challenges facing both new and experienced agents, and is thus equipped with a wealth of knowledge to aid and teach the property agents whom he takes under his wings.
In 2005, Gary realised that his true calling was to groom and coach the next generation of real estate agents. It was also the year that he consciously diverted almost all of his time and effort into recruitment activities, putting his personal sales aside and taking a hit in his bottom line.
Through sheer grit and determination, Gary's vision took hold as his team expanded, eventually growing to become the largest division in its agency, and also one of the largest in Singapore. It cultivated numerous top producers and achievers throughout the decade—some of whom have clocked in more than S$1,000,000 in commission in a single year, broken many sales records, won many local and international awards, and helped many real estate agents achieve outstanding results and realise their financial freedom.
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