Do you instil confidence in your clients?

Confidence is a key factor in your clients decision making process. Deciding to stay with you, or deciding to become your client in the first place starts with their confidence that you can provide the service that they are after. Once confidence has been established, the relationship continues to go 1 of 2 ways - it either builds, and they begin to trust you, and eventually trust you and begin to recommend you to their friends and relatives. The opposite direction is the relationship does not build, it even declines, the client starts to question the initial confidence they had in you, in the first place.

How to we give the clients the confidence that they need?

Knowledge + Honesty = Confidence which builds to Trust.

Knowledge. You must be the dictionary of your field. The encyclopedia that is referred to by your client for answers. If you are a Real Estate Agent - you must know (not only your own properties) What is on the market, what has sold recently, what developments are happening soon, where it flooded, where it didn't, where all the major "landmarks" are. If you are a personal trainer - you need to know about nutrition, carbs, sugars, low fat, no fat, gluten free, all the different 'pop culture' diets around, if your client is injured in an area - how do you still workout with that injury. If you sell widgets - you need to know what widgets are on the market, what the old widgets did, what the new widgets do & what your competition is selling widgets for.

It doesn't stop there, go the extra mile for your clients and look after them. Is there a new book out on real estate, nutrition or widgets? Recommend it (after you read it!) to your clients. This is showing your client that you care about their needs and think about them even after hours.

A note here - It is ok to say that you do not know something, and that you will find it out, and get back to the client - this displays honesty (NEVER LIE!).

Do a quick self assessment - what questions could your clients ask that you can't answer today? Take the time to do some research!

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