Jennifer Derosiers directly addresses camera:  Are you truly connecting with potential buyers and sellers? It's time to get past the surface conversations and build relationships so you're the agent they choose time and time again.

I'm Jennifer Desrosiers, broker owner of Rose Tree Realty in Cape Coral. Let's take five minutes to talk about ways to earn trust and build rapport with potential buyers and sellers.

There are very few transactions in my career that haven't come from a relationship-driven place. In boom markets, agents tend to get transactional, meaning they are so busy selling homes that building relationships becomes a low priority. This a mistake. The market will continue to cycle, and spending time on relationship building can keep your business thriving through those ups and downs.

It all comes down to skill building. I highly recommend earning your GRI designation. It will teach you about time management, goal setting, and communication styles among many other things. Understanding how people communicate can help you stay engaged in the moment and be a demonstrative listener. In doing so, you will earn a buyer or seller's trust faster than if you monopolize the conversation, making it more about you than them.

Building relationships isn't only about communication style and personality. You must have the experience to back it up. Stay on top of local market knowledge by pulling stats on your target market from the MLS. Florida Realtors SunStats allows you to share that information in a beautiful format. Use those tools! Another great tip is to check mortgage rates each morning, and stay in the know on your market inventory by checking in daily. 

This knowledge extends to understanding purchase agreements, as well. Being fluent in the ways to use our contracts to protect customers will inherently build trust. Many associations have classes that teach this, so invest time in attending these valuable education sessions. Then, market your expertise to your customer base. What does this mean? It means tailoring your conversations at listing appointments or buyer consultations to explain how you will use the contracts to negotiate favorable terms for them, such as longer or shorter inspection periods, and using contingencies to keep your people protected.

Take advantage of social media. I really like the idea of offering information to buyers and sellers on video. Tik Tok, Instagram and YouTube are all platforms that allow you to showcase your expertise as well as your personal style, which younger customers tend to focus on first and foremost. In building that familiarity, you're basically making that initial introduction virtually, so that when they do meet you in person, trust is easier to build.
When someone is making such a large financial purchase, they want to know the agent working with them is bound by a Code of Ethics. I showcase this information, as people often don't realize that the National Association of Realtors Code of Ethics extends further than federal protections. It's for the greater good, and something we should all be proud of. Showing our customers that we are both knowledgeable about their rights, and passionate about protecting those rights, can be a game changer.

We cannot forget that we are dealing with people's lives. It's not all spreadsheets and numbers. Professionalism, knowledge, a strict adherence to the Code of Ethics and understanding how to build relationships should be the foundation of every agent's toolbox for success.