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How to Use Sincerity to Drive Referral and Repeat Business

Apr 15, 2019 | Find More Sellers, Reach More Buyers

We all want positive relationships with our clients. It drives referral business and makes them more likely to work with us in the future – helping you get more listings without having to canvass new buyers and sellers.

When it comes to improving your professional relationships and making yourself memorable to clients, focus on sincerity. Understand the journey your clients are on, use your casual conversations to build toward establishing common interests and make use of genuine praise and positive reinforcement.

A relationship to aspire to

As we all know from experience, you can’t please all the people all the time. What’s far easier is building sincere relationships based on commonalities and genuine expressions, even if these relationships don’t have great depth.

Your clients know that your relationship is professional. They don’t expect the two of you to become close personal friends. But you can still make use of the power of sincerity to drive business by making sure your professional relationships are friendly, sincere and genuine.

So how can we apply this to the work of a South African real estate agent?

A house vs a home.

Finding common ground, asking personal questions, offering genuine praise and compliments – all of these are tried-and-tested ways Agents have endeared themselves to clients, and they work. But for your engagement to appear sincere and genuine you must understand and acknowledge the personal journey your client is on. 

You might be buying or selling a house, but your clients are buying or selling a home. Some are considering where they will be raising their children. If your clients feel that you aren’t considering the significance of their decision, they aren’t likely to trust you with it.

If you really consider the depth of the decisions buyers and sellers are making, you should automatically become more patient, considerate and discerning. This will broadcast your commitment and thoughtfulness, making those buyers and sellers more likely to trust you with the opportunity to oversee one of the most important investments they will ever make. 

Genuine praise.

Flattery will get you nowhere? Not quite. Again, the key here is sincerity.

Genuine praise is a great way to endear yourself to clients. Instead of looking for opportunities to offer direct compliments, which can be rare and sound forced, look for opportunities to offer positive reinforcement. 

Some examples could include:

  1. “That’s a good point.”
  2. “You’re absolutely right.”
  3. “It’s good that you’re thinking about this.”
  4. “I’m glad you thought of that.”
  5. “Thank you for bringing that up.”
  6. “You’ve thought about the most important factors.”
  7. “You have a good idea of what you need.”

There are opportunities to include this kind of praise in practically any conversation. They are easy to give, sounds natural and because you can include a few of them in every conversation will be more powerful than the random forced compliment.

In Summary

  • Build sincere relationships based on commonalities and genuine expressions, even if these relationships don’t have great depth.
  • For your engagements with clients to appear sincere and genuine you must understand and acknowledge the personal journey your client is on.
  • When speaking casually with clients, speak with purpose. Ask questions that might guide you toward a shared interest.
  • Instead of looking for opportunities to offer direct compliments, look for opportunities to offer positive reinforcement

Interested in building strong professional relationships?

Learn how Bonni was able to endear herself to buyers and sellers in ways that helped her build strong personal connections.

Maintain positive and rewarding client relationships using email marketing. (Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.