Want to Build Trust With Clients? Communication Isn’t the Answer
by Angel Tucker, CSP
Communicating with people is a huge part of the real estate business. We communicate with buyers, sellers, surveyors, home inspectors, and the list goes on.
Everyone knows that communication is a requirement.
Unfortunately, it doesn’t create trust with anyone.
Communication simply means that information was exchanged and understood. But building trust with your clients takes more than communication. It doesn’t take better scripts.
It takes better awareness so you can create a connection.
Connection involves meeting the needs of the recipient so they feel understood and valued. It’s more than just conveying information. It’s conveying understanding. It lets others know they can trust you.
Connection builds trust!
And to build connection, you need to know the personality type of the other person! But building connection doesn’t stop there! You need to know what to do AFTER you determine their personality type!
That’s where the GLOW Connection Method™ powered by DISC is so valuable! DISC provides the insight. The GLOW Connection Method™ shows you how to use those insights to create a connection and build trust!
By implementing the GLOW Connection Method™ you can increase sales and referrals. You can reduce friction and negotiate more effectively. And you can make the client feel valued and understood.
The method itself is simple—but incredibly powerful when applied intentionally.
Here’s some insight for each of the letters in the GLOW Connection Method™.
G – Gain Awareness
You need to pay attention to the clues the potential client is giving you that reveals their dominant personality type. These clues include: pace, pleasantries, physical appearance, and priorities.
Pace involves how quickly they speak and what they do as soon as you finish speaking.
Pleasantries involve how they shake your hand and what they say when doing so.
Physical Appearance involves their attire and grooming.
Priorities involve WHAT they talk about and what is important to them.
By noticing these clues, you can assess their dominant personality type.
The most challenging part? Paying attention!
If we are being honest, we are normally focused on ourselves instead of the other person. In order to Gain Awareness, the focus must be on the other person.
L – Lock On to What They Need
Building trust involves meeting the needs of the other person. This is what makes them feel understood, valued, and safe working with you.
Each personality type has different needs.
For example:
A “D” personality type needs speed.
An “I” type needs enthusiasm.
An “S” personality needs reassurance.
A “C” type needs data.
There are several more needs based on personality type as well. Knowing them allows an opportunity to curate an amazing experience for the client.
O – Operate Accordingly
This is where observation turns into action!
When you know the client’s personality type and lock in on what they need, you follow through by providing what they need based on their personality type.
When this is done, you are able to Win the Connection.
W – Win the Connection
Winning doesn’t mean the client loses.
You can disagree and still win.
Winning means the client feels understood and valued.
When you Win the Connection, you provide an amazing experience that results in less friction, more trust, more closed deals, and more referrals!
Ready to Learn More?
Want to know more about the GLOW Connection Method™?
Visit: UsingDISC.com/glow-connection
Scan the QR code for a free GLOW Connection Method™ pdf!
Angel Tucker, CSP, is a Certified Speaking Professional, personality speaker, and best-selling author who shows sales and leadership teams how to create connection and build trust by understanding personality intelligence. She frequently speaks at conferences and Association events. She can be reached at: personalityspeaker.com or Angel@personalityspeaker.com