How Do I Gain Client Trust?: Advice For New Real Estate Agents From Real Estate Professionals

Below are raw, real, and unedited responses
directly from fans on our “Free Help For Real

Estate Agents.com” Facebook Fan Page
http://www.fhfrea.org/facebook/
Jesse Allen
Market Knowledge is trust...know your market!
Honest Advice from Fans of Free Help for

Real Estate Agents.com
Stephen Reddell
Study the markets in area and show them that you know.
Recently a new agent asked us for a little advice:
"I just got my real estate license a couple of weeks ago.

What is the best way to get people to trust a new agent to
list to sell or help them purchase a home?
Patricia Blevins
I am sending out a newsletter to introduce my new Tell them you will have time to spend on their listing since
business but am afraid people wont trust that I know you are new!
enough to help them.
Any suggestions?"
~ 2 ~
From the “Free Help for Real Estate Agents.com” Facebook Fan Page:
Rick Cordisco Jessica Liao 廖晨

Act like you've been there before. If you don't know the Show them you have million hours experience just a
answer to a question, assure them that you will GET the phone call away.
answer, not that you know the answer.
Kathy Reynolds Heather Davis Niemi

Be confidant and admit if you don't know something but market knowledge is definitely the biggest thing. When I
tell them you will get the answer. They'll respect your was new I also signed up for a lot of webinars. Hearing
honesty. different things from professionals from all over that have
been in the business a lot longer than I was really helped.
Amy Shrader
Put yourself in their shoes. What would a new agent need Yazmin Mady
to say or do to prove to you that they were capable of research, know ur stuff, and um.. def dont tell them ur
handling your transaction? new.. none of their bizness..
~ 3 ~
Ursula Saarniit If you speak with confidence and you know your stats,
I used to say yes I may not have the experience BUT I they won't suspect you're a "New" agent! Good Luck!
am eager full of energy and very excited to be in this
business ,I can research anything I do not know
Vivian Wagner
Use your association with your Broker and co agents at
your brokerage to assure the client, they have new and
experienced knowledge of the market at your fingertips.
Rita Fung
Tell all your friend & family members. Preview as many
houses in the neighborhood that you target, know your
market & the comps.
Gail Nash
Tell them about you, how you have been trusted and
successful in the community, in other careers, etc. Use
people you know to start your data base and get
Val J Aranda referrals. Assure your clients that you have a team of
1. Never say you are a "NEW" agent. If they ask, you can experienced agents who will help you find answers. Good
say... "this is my first year in the business" and then luck!
change the topic back to Real Estate.
2. In order to speak with confidence, you need to know

your market. If you're targeting an area, know the stats!
When you publish your first Newsletter, just say... "I've
Maria Braun Flynn
chosen YOUR neighborhood for my New Newsletter!"
~ 4 ~
Start building a relationship by focusing on their needs.

Ask them questions. Don't talk about yourself and your
"story".
Eileen Rodriguez
I remember when I first got started, I told the prospect
buyer that he was my first client and when he told me I
Constance Renee would like to write an offer my heart started pounding but,
Be honest and willing to help .. I did then from there it was a no brainer. Just stay true to
yourself and be honest. The board of realtor has a lot of
classes, just sign your self up to them
Ed Daminski
Go look at homes in the market, know your inventory.
Most of all be honest and Genuine, with the clients best Jewel Oakman-Palmer
interest as the priority. Good luck Be honest and it will show! Never lie or fabricate anything
to a client. They aren't stupid, and they will know!
Honesty and hard work go a lot farther than experience!
Shane Grauman
Coming from a soon to be New Agent (should be
licensed by the end of this month), I am getting a lot of
good info from this thread. Thank you everybody!!
~ 5 ~
agents that have been in it for a while. Just always leave

a good impression!! Everyone works for their money, but
always put a clients needs first, make sure they walk
away from you ... See Morehappy, even if they don't buy
Scott Bennett
or sell through you, and know your facts. People will
Remember that you are only one component in the
quickly see your level of value and begin to trust you.
process, you are backed by your broker and or managing
Word of mouth from people you have worked with and
broker who is also in on this transaction with you. All of
building a good rapport is key! Know your contracts, and
the above is right also. Know what that particular
don't be nervous....if you don't know something, don't
subdivision is doing, price, time on market, know the
guess, just be straight forward and say "I don't know, but
competition in the area. Always remember that your
I can find out."
brokerage has sold thousands of homes in you city and
You don't have to say you are new, but never lie about
all of that is what they are getting, not just you alone.
doing it for yrs. It takes a little time but, one good
transaction with a client will start you on your journey to
getting good things said about you!
Good luck :)
Shirlean Langdon Hackman

Make sure your front desk person, that is the "Voice of
the Agency" is helpful, confident, and makes them feel at
ease.
Lisa Dawn Shefsky
Most people when selling are also buying. Pair up with an
experienced mortgage broker to give you confidence on
what to do beyond the sale and into 'the buy' =) I might
know a good one with a background in real estate sales
Jessie Johanna Wotherspoon too ;)
If you are new, you did the revised course and it is far
more extensive than the previous one. You would be
surprised at how much you may be able to "teach" other
~ 6 ~
Charles Ma Kimberley Fox

It's really all about confidence, mostly in yourself. Place your license with the number ONE recognized real
Confidence that if you don't know something, you can estate franchise in the world - CENTURY 21 - and
admit it. Confidence that you WILL get them the answers unleash the power of their learning platform. By the time
they seek. Confidence that what you may lack in 'brains' you explain to a new client all that our system can offer -
(knowledge/experience), you will make up with 'heart' they will only want YOU to represent them!
(passion/dedication). If you can show your clients these
characteristics of Confidence, then their Trust and Loyalty
in you will follow. That's basically how you build a
business based on referrals...in my opinion.
Stephen Spellman
remember..all business is based on " relationships"..find
strategic partners.mortgage
brokers..lawyers..appraisers..financial planners...etc....as
Ericka Gillespie a business person..your need to find a mentor ..but most
You never tell your clients you are a new agent. When I importantly you need to become a mentor...best of luck
did my first deal 3 years ago at the end I told my client but work smart
she was my first and she was shocked. She thought I had
been an agent for years. Just know your stuff and you will
do good.
~ 7 ~
Fuentes Alex
I agree with Vivian on the part of using the association Steve Weiser
with your broker when people hired you they also hire the You need the success story more than the experienced
experience of your broker,Title, and mortgage broker. If agent--and you cannot get that until the client is happy.
you are looking for buyers learned what buyers want and Any advantage the other agent has in experience can
if you are going to target sellers you need to know how to easily be made up for by your seeking help--though that
make more money for the seller and when you work with probably will not need to happen. But no matter how hard
them be ready to sell your skills not the experience 99% the other agent tries or wants to--they cannot match the
of the time they donʼt even ask the question time and ... See More attention you can give to the client.
And in this market, agent time and attention is extremely
important to a successful transaction for your client. On
the buyer's side it is easy--they can just stop using you if
you don't do well. If a seller, ask your broker for
permission to offer them a guarantee of service--bad
Charles Ma
service, they can cancel or something like that
P.S. [Market] Knowledge is power...but only if you know
how to use it. So use it with Confidence...
Judy Maguire Cicalese

Absolutely - go to all the brokers open houses weekly -
this was by far the biggest help to me when I started out.
Tell the client that you will be able to give them 100% of
your time right now
~ 8 ~
Bonnie Galloway Renee Voshell Binkley

Learn a specific area so well that everyone will think of There is a saying, "They don't care how much you know
you as the "expert" Then offer to sit open houses of the until they know how much you care." If you don't know
listings your broker has in the area every weekend. Keep the answer, admit it and then get the answer quickly. Use
in touch with potential buyers etc...with "free info on the your enthusiasm as a new agent to your advantage and
area...You'll be busy! Congratulations and BEST OF promote the fact that you will have more time for them.
LUCK!
Laura Carroll Wagner

Michele Merritt Holloman Have good people "packing your parachute". Get good
If you don't have any listings volunteer to do some open advice from your manager or mentor, talk to the lender,
houses to agents in your office ALSO get a farming area home inspector, and title company every step along the
and WORK IT !! Best of luck in your new career :-} way, and have a checklist to make sure you're not
missing anything. Finally, give yourself time to prepare
and review documents. Tell your client to grab a cup of
coffee and meet you in an hour so you are not feeling
rushed. Good luck!
Demetrio Detro Olivieri
It's all about the presence that you bestow. Have a
commanding presence and swagger, and most of all be
prepared.
~ 9 ~
Cookie Noak Hanna Karen Fox

Her question was how to get them to TRUST you if Come from contribution. If you take yourself out of the
(without experience)...knowing neighborhoods, comps, equation, the seller is all that matters. (or buyer) If I knew
contracts,etc come by doing and MLS...which any agent that you had my best interest at heart, than why wouldn't
can do, BUT getting them to like you and establishing a I trust you. Are you a trustworthy person?
rapport w you quickly, builds TRUST. Some people want
the Top Dog to list their home, but most really want good
service and someone they ... See Morelike/respect/trust
to deal with...And going the extra mile, prompt return
calls, and taking a genuine interest in them, speak louder
Christina Johnson Fowler
than multi-million dollar experience to the average
Show them some things you've done from the past..let
seller/buyer.
them know you are a dedicated worker..that you know
the neighborhood..etc..
Mac Property
Not Saying any agents on here ever did this, but never
Paul Germanese
promise what you can't produce. Because word or mouth
you will not know everything but you can find the answer
can make and break anyone. Good Luck always in your
to anything.
endeavors!
~ 10 ~
don't teach you in real estate classes-Too many new

agents get ... See More overwhelmed with the hoards of
paperwork, obstacles, and lack the confidence to make
the deal happen...and that's why most new agents end
Wendy Russell
up going inactive...I learned most of what I know from
Gain the trust. Show the confidence. Know your area, do
other agents and experience, so it's my turn to pay it
open houses as much as possible. Sometimes when
forward! Helping agents & clients is my passion!
people are just looking they may come upon you a couple
Call me if interested...210-386-0480
of times and think wow..this agent is out there working!
Invite them into the office to meet your broker. Do the
paperwork while your broker is available. Let them know
that your broker reviews all contracts to ensure that it's
ready to go. Stay in touch with them.
David Martinek Sr
As with any situation your reputation and trustworthiness
depends upon you're doing what you say, and saying
what you do. Words and actions are inseparable, and
must always be. If you're associated with a good
Mike Mealer
brokerage, it is a good safety net to shore up buyer
Be TRUSTWORTHY! Say what you'll do, then do it! That
confidence in a new agent.
builds trust. You CAN do this! Blessings to you!
Cookie Noak Hanna

I am a 16 year RE veteran and just began a new phase
of my career...I am a "New Agent Partner" for those new
agents that want an experienced agent to partner with
them through their first deal. I will be there with you every
step of the way and teaching you ALL the things they
~ 11 ~
Tracy A. Dempsey Matt Tourangeau

Wow, this was worth a fortune! Great question. The Cookie and David are right on, find someone inside your
wisdom and knowledge shared here will certainly help brokerage that is a proven, positive leader and flat out
me. I have had my license. for about 5 years and have ask them to mentor you. You will offer up 50% of the
just now decided to use it. Thank you all for your valuable commission on the leads you bring in that they will
input! mentor you on. Trust me, giving up 1/2 you will make you
pay attention and learn quickly. Remember to pick
someone who is ... See More positive or in a training role
already. A new agent does not need anyone pissing on
their brain. What hasn't worked for one agent does not
mean it wont work for you.
Cookie Noak Hanna
One of my favorite sayings about a new agents is, they
Under promise & OVER deliver, always....and get rid of
don't know that doesn't work, yet they did it and made it
your FEAR & TIMIDITY...they will trip you up! IITim 1:7
happen.
says so
Su Wesely
Cynthia Snow
Work the people you know - ask for referrals. On follow
Sign up with send out cards. It's a great way to introduce
up - when you say, "I'll get the answer", ALWAYS also
yourself.
say, "by tomorrow noon" (or some other specific
date/time). Will that work for you?" Then deliver before
that target.
~ 12 ~
engineers or IT people they will want statistics. Show

them that you are the captain of the ship. Most will not
ask how long you have been in Real Estate. Clients want
you to tell them how the process works. If some one asks
Maria Spears
how long you have been in, give the years your company
Carry yourself with confidence, be willing to learn and be
has sold properties.
truthful you don't have all the answer so don't pretend
you do. Dress for success always.
Kirstan Borne Marks

You can be honest about being a new agent if it comes
Janet Rostad
up, but that you've also purchased __ number of
If they don't ask, don't tell. If they do ask how long, just
homes/properties in your life. Share your personal
make a joke and say "too long"!
experience about the broker(s) that you worked with,
what inspired you to get into the business, and how your
passion helps you do your job better, etc. Having the
experience of being the client and the agent can go far
with someone.
Pete Rock
Run Forest run!!! Just kidding, these are all great ideas.
Scott Fogleman
What a great post and insight from everyone, I too am a
Shelly Hertach Davis new agent and have been struggling with the same issue.
Speak with confidence. Absolutely research the areas
your clients are looking in or will be selling in. If they are
~ 13 ~
Audrey Marinelli Randy Landis

I am new as well, but not very busy, I have joined clubs, I Knowledge is Power in this business. LEARN all that thee
have place adds, but nothing.. I also do desk time and can or simply check out EXiT Realty and the most
nothing? Any advice? powerful training system in real estate today.
Rebecca Thompson-Tripovich Wendy Pizzardi Myers

...PEP TALK: Exude confidence and don't be afraid of hi there, when I started selling real estate 10 years ago I
rejection - whether you are a new agent or seasoned got my business by telephone canvassing and door
agent, rejection is something you will encounter. For knocking. I hope this is helpful.
whatever reasons buyers/sellers will sometimes choose
another agent. It's never personal, so it should not be a
confidence buster if it happens. And actually, the only
people who ever ask me how long I've been in the
business - are other Realtors (shop talk, etc). A client has
never asked me that question-----
~ 14 ~
Fred Lanosa
It's okay to be new. People actually will respond to you if Marshall Spencer
you are "humble" but confident in your commitment to You are still the trained expert at the end of the day.
help them. REMEMBER...EXCITEMENT SELLS. If Years of experience is important but can also mean "set
nothing else be enthusiastic and excited about the in your ways" or "can't teach am old dog new tricks" to
opportunity to help them sell their property or find their some. Going out on my own in the mortgage industry I
home! never made a point of talking about length of service.
I do feel qualified to tell you this having been in the real Develop relationships, don't let yourself think in terms of
estate business 30 years and personally sold $300 transactions and your clients won't either.
million in my career. Hope it helps.
Stacy Lawing
Rosemary Atakpu-Momoh It's just like a resume... focus on the things you have
Never introduce yourself as a new agent, join a top learned in life and other jobs that you can translate into
producers Team in your office and borrow one of them real estate... develop a unique value proposition that is
when you are meeting with a client or have a buyer or just about you. As a new agent, maybe it will mean that
seller presentation. Introduce the person as your you have the time to personally focus on every
business partner, I noticed client like that cuz they think client/customer, in other words use what you can to make
they are getting 2 agent for the prize of one and with the it work. Above ... See Moreall, have integrity and a great
assurance of returning... See More all calls in a prompt. work ethic and your business will develop. Talk to people
manner. If they ask you what you are not comfortable, let and make sure everyone knows that you are a real estate
your partner jump in, and if they keep trying to know more agent... the word new may or may not even enter into the
about you, tell them its all about them. Good luck conversation. Start to build your database from your
~ 15 ~
sphere of influence. Keller Williams has GREAT training

programs for new agents, and we will share even if you
are not an agent with us.
Jennifer Fahey Stein
Remind them, that you have an entire office to back you
up.
Atul Sheladia
Above all that, I'd go with honesty, and get the clients to
feel comfortable with your thought process.
HelptwoSell FastRealty
Great idea to send a newsletter to get people to know
you, but a newsletter says "expert". You need to join your
local board, take as many classes as you can (most are
Sue McClurg free when you are a member), you need to how to use
above all be honest and do your best for your client and if the MLS inside out. Next is realtor.org, There is a lot of
you don know something tell them you dont know but you information. If you are in Florida, I recommend you take
will get the answer and make sure you return all your the State ... See More continuing education classes asap
calls. (or at least read the book). The business portion lies in
that portion. The license only teaches you the legal and
ethical aspect of the business. Don't be a secret agent.
Let everybody know that you are an agent. In South
Florida, we get a free website with the MLS. Don't spend
unnecessary money when you don't have to. You should
Susan Shaffar-Redding
not spend more than $10/month on a website.
Offer excellent customer service and always be available
for your client. And remember, people don't care how
much you know...they care about how much you care!!
~ 16 ~
buyer client was a referral from a lender (my lender who

was in my ... See Moresphere). I was able to get this guy
to sign a buyer agency agreement. I think I showed him
over 50 homes before he finally bought one. His mom
Barry Walker
actually found it in the newspaper, but I helped him
Family and friends were my first listings. You got to make
negotiate a price that he was really happy with. My first
then understand you are new and their help is crucial to
listing came from a floor call. Neither of these people
your success. Remember to disclose blood-related family
knew they were my first! Knowledge is power and it gives
members where required.
you confidence. Read everything! And if you need to co
list with an experienced agent and split the commission,
do it. You'll learn a lot! It took me 6 months to get my first
paycheck. Good luck!
Cookie Noak Hanna

Ask and ye shall receive...and keep networking...Look
what happened in one after noon on FB! Newbies, don't
hesitate to ask knowledgeable agents...WE were all NEW
Frankie Dean
at one time!
Confidence is best. If your area has successful open
PERSISTENCE is crucial!
house weekends host those for other agents. That is how
I got my first client. Don't let them know you are brand
new I just said I was newer and in my first year.
Maureen Driscoll-Boyle
When I was new 2.5 years ago, I sent out a letter to my Yolanda Burgan
sphere of influence letting everyone know that I had It is great to see how helpful everyone has been. I am
gotten my license and that I was here to help them in any also new to the business and I found a wonderful Mentor
way. I sent them my business card and fridge magnet who has helped me learn the ropes. This is very
along with the letter. I made it my fb status too. My first important, times are bad and everyone is pounding the
~ 17 ~
pavement to keep busy. Farming an area is a wonderful

idea, I think I will give it a try. Thank you all for your
generous comments.
Debbie Miller
your energetic, Real estate educated such as knowing
your contracts,laws, ethics,inventory,statisics,etc. Know
all the new technology and from a reputable well known
Bola Bakare office with a good support team.
Place your license with a Broker of high repute,
standards and powerful marketing tools. Deliver Stellar
Customer Service. Assure your prospective clients the
common-law fiduciary duties- Care, Obedience
Accounting, Loyalty and Disclosure. Knowledge is power,
Tommy Teresa Holbrooks
show the clients that you are knowledgeable and
I started out with a different company and did not really
professional. Power point listing presentation is highly
know what to do. When I went to Keller Williams the
recommended.... Good Luck.
training was wonderful and help boost my business right
away. Contact me if you are interested in a great career.
Debbie Christopher Cullen

Show confidence!
Cathy Clift
Perception is Reality...
When someone asks you how long you have been in the
business just say "seems like forever". Most clients won't
push beyond that.
~ 18 ~
how the business should be done so you are most likely

to try new and exciting things.
Jim Trevitt
Get the training, read the books, listen to the audios,
learn the scripts and just apply it. I'm amazed how many
agents think all they have to do is show up & throw up the Bola Bakare
basic company spiel before LISTENING to the clients Abstain from self defeating pattern attitude, be confident
needs, then providing your solutions/value proposition in yourself.....best of luck.
supported by the benefits to THEM.Be yourself, be
honest, be competent, be professional.
SUBSCRIBE TO TUESDAY TACTICS FREE:
Donʼt miss out on helpful tips, tricks, tools, and advice to

Sue Monroe grow your real estate business! Subscribe to our
Talk about your company. When I was new I talked about Tuesday Tactics Newsletter today:
all the experience my company had and the company http://www.TuesdayTactics.com/
stats. If you are with a well known company, that will do
wonders
VISIT FREE HELP FOR REAL ESTATE AGENTS:
Download free ebooks to learn and earn more:

http://www.fhfrea.org/
Rita Hodges
You have a new agent's enthusiasm. You can give them
a lot more time because you are not overwhelmed with
work yet. You do not have any pre-conceived ideas about
~ 19 ~
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Below are raw, real, and unedited responses

directly from fans on our “Free Help For Real

Honest Advice from Fans of Free Help for

"I just got my real estate license a couple of weeks ago.

Rick Cordisco Jessica Liao 廖 晨

Kathy Reynolds Heather Davis Niemi

2. In order to speak with confidence, you need to know

Start building a relationship by focusing on their needs.

agents that have been in it for a while. Just always leave

Shirlean Langdon Hackman

Charles Ma Kimberley Fox

Judy Maguire Cicalese

Bonnie Galloway Renee Voshell Binkley

Laura Carroll Wagner

Cookie Noak Hanna Karen Fox

don't teach you in real estate classes-Too many new

Cookie Noak Hanna

Tracy A. Dempsey Matt Tourangeau

engineers or IT people they will want statistics. Show

Kirstan Borne Marks

Audrey Marinelli Randy Landis

Rebecca Thompson-Tripovich Wendy Pizzardi Myers

sphere of influence. Keller Williams has GREAT training

buyer client was a referral from a lender (my lender who

Cookie Noak Hanna

pavement to keep busy. Farming an area is a wonderful

Debbie Christopher Cullen

how the business should be done so you are most likely

Donʼt miss out on helpful tips, tricks, tools, and advice to

Download free ebooks to learn and earn more:

GREAT SIGNS, GREAT SERVICE:

Need signs? Oakley Signs & Graphics offers a best price

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Rick Cordisco Jessica Liao 廖晨