How to Gain Client Trust in Real Estate

It’s a shame that 67.5% of people have little trust in real estate deals. Building trust in real estate matters more than anything else you do during a transaction.

You can spend countless hours finding the right home, offering advice, and writing contracts, but if there’s no trust in the relationship, it will be difficult to close the deal. Even when you establish strong trust at the beginning of a transaction, it’s still possible to lose it by making a silly little mistake. 

To prevent this, we share tips on how to gain and maintain client trust in real estate. You can listen to them in episode 59 of our podcast or read our blog below.

Why Building Trust in Real Estate Matters?

You see yourself as someone helping people make the most important decision they’ll probably ever make in their life. However, most of your clients see you as a sleazy car salesperson who’s trying to close a deal as quickly as possible to make money.

Clients don’t like to be seen as a piece of meat with money tied to them. They want to know that you care about their problems and concerns.

Building trust in real estate matters because it’s how you get your clients to see you as the right agent to work with. Real estate transactions can be an emotional rollercoaster, and clients feel more comfortable when they work with an agent who makes them feel secure and confident in their choices.

Since real estate is built on credibility and professionalism, clients who trust you are more likely to do business with you again or provide referrals. When people believe that you have their best interest at heart, it strengthens your position in the market and establishes you as a reliable resource for others.

Do you know what else builds credibility and professionalism? Eliminating negative thinking! How else can you expect your clients to trust you, if you don’t trust yourself? 

Quintavius Burrus shares how this real estate advice helped him change his mindset when starting in the industry. Listen to episode 01 to hear more tips from him and his four-point system that helped him become the #2 RE/MAX agent in the US.

Why Real Estate Agents Lose Trust?

Of course, lying or only giving small bits of the truth will cause mistrust in an agent and client relationship. But there are also simple things that can cause a client to lose trust in their real estate agent.

Here are some of the things we found that can break a real estate client's trust:

• Overpromising and underdelivering: If you’re not able to follow through on a task or problem, then don’t make the promise. Clients want to feel like they have you by their side when they need you most, and if they don’t, it can break their trust in you.
• Lack of communication: Even when you think your client doesn’t need an update on a specific task, it’s still a good idea to send a short message letting them know everything is moving forward. Silence can make clients feel abandoned and anxious. Keep them updated so they don’t start overthinking.
• Misaligned goals: When clients feel like their priorities aren’t being heard or respected, it can break their trust in the real estate agent. It can also create frustration—if their expectations aren’t met, they may start feeling like they’re working against you instead of with you.
• Hidden fees or unexpected changes: Clients can feel deceived when costs or contract terms change without warning. Be upfront about changes, even if they’re minor or uncomfortable. Clients are more likely to stay committed to the transaction when they feel their agent is being transparent and working toward the same outcome.

Tiffany explains a situation with a lender who was working on a custom build for a client. Two weeks before closing the deal, the lender unexpectedly issued a loan denial with no solutions to fix the problem. She was able to resolve the issue, but it completely broke her trust in that lender.

Ashlee also shares a story about working with a client, only to have the client decide to work with another agent. The new agent didn’t even communicate with her about closing the deal with the client!

Not only should clients trust you, but you should also be able to trust your clients, agents, and lenders. This will help create smoother real estate transactions, build stronger relationships, and reduce miscommunication.

How to Gain Trust in Real Estate?

Since 62% of home buyers choose their realtors based on reviews and ratings, what can you do to build trust with your clients? In episode 59, we share these tips:

•  Set realistic expectations: Always be upfront about timelines, potential costs, and challenges. Don’t sugarcoat any potential issues. If you see something that could be a problem, let your clients know and explain how you can help them overcome the challenge.
• Communicate regularly: Even if you have no real updates, keep your clients informed about what’s happening. Transparency reduces uncertainty and reassures clients that they can trust you to handle the real estate transaction.
• Listen actively: Show that you understand their concerns and priorities. It may take them five or even seven homes to find the right one, but taking the time to listen builds their trust in you and strengthens the business relationship.
• Always follow through: When you make a promise, be sure to deliver on it. Being consistent in your actions builds reliability and long-term trust.

In the episode, Ashlee shares how a client texted her for advice on preparing their house for sale. Initially, she read the message while on the go but forgot to respond. Realizing her mistake the next day, she quickly sent an apology and followed up with the client.

A delayed response can completely break trust, especially if it happens often. If this had been a new lead from Facebook, Ashlee could have lost the opportunity. Even small missteps can damage trust, but taking responsibility and making the effort to correct them helps rebuild confidence.

Trust in Real Estate Deals – The Key to Closing More Sales

Building trust in real estate is what keeps the transaction moving forward. If you don’t gain trust in real estate, clients will look for it somewhere else.

Also, keep in mind that you should be able to trust the clients, realtors, and lenders you work with as well. Use our tips to develop strong relationships that keep real estate transactions alive and help you close deals.

For more real estate advice on building long-lasting client relationships, listen to episode 16 to learn how simply showing appreciation can strengthen connections.