How to build trust before your first listing appointment
Starting a career in property can feel daunting. You may think you need years of experience and a long list of successful sales to earn the trust of buyers and sellers. However, RE/MAX Southern Africa says there are ways for new agents to demonstrate their value without relying solely on their sales record.
“Trust is not built on how many properties you have sold; it is built on how well you understand your market, how prepared you are and whether clients feel confident enough to rely on your advice,” says Adrian Goslett, regional director and CEO of RE/MAX Southern Africa. “New agents should shift their focus from trying to prove their experience to demonstrating their value.”
The first step is understanding your local market. You need to be able to speak confidently about recent sales, asking prices, buyer demand, average time on the market and what makes certain properties sell faster. Sellers want an agent who can help them make informed decisions, which means useful market knowledge can be just as important as an established sales record.
Start by researching comparable properties in the area. Look at what has sold recently and which listings have been on the market for longer. Try to understand why.
“Knowing why one property sold for its asking price while another did not will help you offer more meaningful advice. Being able to answer questions with relevant, local information shows that you have done your homework and are prepared to put in the work to help sell their property effectively,” says Goslett.
The next step is to use this knowledge to build your visibility. In the digital age, when buyers and sellers often turn to social media to assess credibility, these platforms can help you establish an online presence.
Start by regularly sharing useful local property information so that people begin associating your name with property expertise before they need an agent.
Lastly, borrow credibility by working with a trusted brand.
“At RE/MAX, we believe that you are in business for yourself, but not by yourself. You might be new, but you are not operating alone. Lean on the RE/MAX SA network for help or, if you’re interested in joining the brand, reach out to your local RE/MAX office for more information,” concludes Goslett.
