What’s TRUST Got to do with It???

by on April 27, 2009

For years I have been training Real Estate agents and other professionals on the three things people are looking for in a sales professional.

They are:
1. Trust
2. Dedication
3. Help

Must salespeople have a pretty good concept of how to help people… If you are a real estate pro, sell them a great home or sell their home rapidly for top dollar. If you are an insurance agent, you find out what their long range objectives are and advise them on the product or service which best fits their needs, etc.

Most of them also had a pretty good idea of how to demonstrate loyalty… Stick with them even when times are tough, etc.

Trust is another matter as there is really no ‘ONE’ thing that is going to instill trust and with the recent happenings in the business, real estate and mortgage communities as well as our government: Trust is in short supply!

Edleman conducted a survey recently and discovered that just 38% of people aged 35 to 64 said they trusted business. That is down from 58% a year earlier. This is the lowest ranking in the 10 year history of this survey. Interestingly, US respondents ranked third while Ireland and Japan were even more suspicious of business.

For someone who preaches, building trust, this was particularly troubling.

I’ve always believed that ‘Honesty IS the BEST policy!’ But in today’s business climate, it is a MUST! This goes in line with another piece of data I cover in my seminars. This is data which was gathered by the New York Sales Club, one of the most prestigious groups of sales people in the world. They were asked what the qualities where, which separated good sales people from great sales people. The top 5 items were:

1. Dedication or intention to help others
2. Honesty
3. Persistence
4. Loyalty
5. Enthusiasm

I’m sure we can all agree that if one does all five of these things the prospect or client we are dealing with will trust us.

How can you use this information to help yourself. Most of you have a job, work hard to do the five things listed above and it will go a long way toward restore trust with the public at large.

Obviously, in all my dealings with people I work hard to apply all the things mentioned above. It’s important to me that I deliver better than expected results. I pride myself on that.

Trust also involves being optimistic. When we trust our fellows, we are optimistic not only that they are competent at doing things but also that they are committed to doing them.

I’m sure you will find that I am competent and committed to getting the best results possible in all our dealings!

Wishing you much success!

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