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Tips For Building Trust With CRE Clients


The commercial real estate industry is experiencing steady growth, with approximately 3.5 million professionals working in the U.S, according to IBISWorld. With numbers like these, it has never been more important for people working in CRE to build strong, trusting relationships with their clients that foster loyalty and help them stand out from the competition. 

When CRE professionals are knowledgeable about the client’s market and articulate while presenting complex information, clients can feel more confident about making large property investments or completing their project in a timely manner. In order for the professional to increase the likelihood of repeat business, expand their contact list and be the first name that comes up when someone asks for a referral, they must show clients that they are committed to providing a personalized experience. 

Here are four tips that people who are looking to build up their client base can use to build strong relationships and bring in new business.

1. Get Ahead Of Clients’ Needs

Building trust with clients involves thinking ahead about what assistance they may require throughout every step of their project or investment. People who work in CRE should familiarize themselves with the client’s area of expertise and stay on top of current trends within their market, and also be able to give clients a fresh perspective. By providing clients with information that they may not have thought of themselves, CRE professionals can demonstrate their expertise and put forth their commitment to giving guidance.

Firsttuesday Journal, a California CRE news source, recommends compiling outside research that may align with clients’ questions in order to steer the conversation. Newer industry professionals may also consider seeking the advice of seasoned industry experts to consult on what information clients should know.

2. Provide Evidence Of Successful Performance

Showing positive reviews from past clients can be a strong way for brokers and other CRE professionals to establish that they are trustworthy and have a successful track record. 

Calgary Retail Services recommends creating a website page devoted to testimonials. Doing so not only helps with keeping a record of work, but it also can bring forth the precedent of straightforwardness and transparency. When clients see that previous clients had a positive working relationship, they can feel assured that their project will be treated with the same level of care and competence.

3. Keep Information Simple

While CRE experts may want to showcase their industry knowledge to clients, it is important for them to convey information clearly and simply. Clients may have different levels of understanding of the industry. By asking specific questions, CRE professionals can assess where clients may have gaps in understanding and choose language that may resonate. This can ensure that the conversation flows well, while taking care to avoid any hiccups in communication and subsequent project delays.

Firsttuesday Journal suggests taking the time to break down complex ideas and position information in a way that would make sense to any prospective client. By presenting ideas in a concise and jargon-free manner as well as constantly checking in with the client to ensure that everything is clear, CRE professionals can put forth their ability to be a leader.

4. Stay Connected 

Maintaining a contact list and taking the time to check in with clients on a consistent basis shows commitment to staying on the client’s radar.

Forbes recommends reaching out to clients approximately every four months, around special occasions such as birthdays and anniversaries as well as around the holiday season. By keeping in contact with both past and current clients, CRE professionals can demonstrate their commitment to maintaining a lasting relationship. In addition, using social media such as LinkedIn can be a simple way to maintain connections and visibility.

This article was produced in collaboration between Studio B and United Bank. Bisnow news staff was not involved in the production of this content.

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