I’d like to talk about authenticity, which certainly isn’t a new concept but seems to have recently reemerged as a buzzword. And when you’ve been in the real estate industry as long as I have, you see a lot of trends come and go, but being yourself and using your innate personality to your advantage will never go out of style. Clients will always appreciate authenticity over a façade. 

Knowing that, let’s examine the ‘authenticity’ trend, what it means for you, and how you can ensure you are being authentic in your interactions and transactions. 

Authenticity in Real Estate Relationships

When you commit to authenticity in real estate relationships, you commit to honesty, sincerity, and genuine interactions. This means staying true to yourself and being transparent in all your dealings because you can’t foster trust without truth and transparency. Because the real estate sector is largely viewed as transactional, which, of course, it is, those genuine interactions will help you build lasting relationships with clients, colleagues, and peers. 

What tangible actions can you take to put authenticity in the spotlight? Here’s some food for thought: 

• Honest Property Representation: Presenting properties truthfully, showcasing both strengths and limitations, builds trust with clients who appreciate transparency.
• Straightforward Communication: From pricing discussions to potential challenges, adopting a straightforward communication style leaves no room for misunderstandings.
• Personalized Interactions: Tailoring your approach to clients' unique needs and concerns demonstrates a genuine commitment to their success. 

There are many ways to take an authentic approach to your business interactions, but these three are certainly a good place to start. 

Transparency Can Be a Tipping Point 

If the difference between you and the other guy is transparency, that could be the tipping point in favor of a client choosing you. Transparency involves openness, clarity, and the willingness to share all relevant information, even if it could change a client’s mind about a property. Transparent communication establishes your reliability and reduces client uncertainty, and that’s never a bad thing. Sometimes, we’re not as transparent as we should be, even if we’re trying. If you want to be more transparent in your relationships, you need to be proactive. Take a look at this checklist to get you into the habit of full transparency. 

I offer my clients and potential clients: 

• Clear Communication Channels: I establish clear and accessible communication channels, ensuring clients can easily reach me and receive prompt responses to inquiries.

• Open Discussions on Pricing: I discuss pricing openly, giving clients a realistic understanding of market values and potential fluctuations.

• Full Disclosure of Information: I help clients avoid surprises by proactively disclosing all relevant information about properties, transactions, and potential challenges.

• Education: I take the time to educate clients about the real estate process, helping them understand each step and decision along the way.

Transparency in all interactions can help you cultivate strong relationships and positive rapport. 

Authenticity in Conversations 

If this feels to you like another opportunity for me to get on my active listening soapbox, you’d be 100 percent correct. I won’t pound the topic into the ground (you can read my book if you want to learn more about the role of active listening in sales industries), but it does bear mentioning that active listening is a key component of authenticity. When you are an adept active listener, clients will genuinely feel that you care about their needs. And when you communicate back clearly, without confusing jargon, they receive the information in a way they can digest. Clarity and personability lend themselves directly to being authentic in conversation with your clients. 

Overcoming Trust Issues 

Many people don’t trust us from the get-go just because we’re salespeople, right? It can be challenging to overcome this inherent bias, but I promise you, a little authenticity will go a long way. Be reliable and consistent in your actions and communications, and you’ll do well in building relationships and your reputation. Remember to:

• Keep communication channels open and tailored to clients’ preferences
• Help clients set realistic expectations about pricing, timelines, and other transactional details
• Acknowledge and address their concerns as soon as you can to maintain client satisfaction 
• Work to improve your communication skills to prevent deals from breaking down 

The more trustworthy and transparent you can be, the stronger your client relationships will be in return. 

How Will You Showcase Your Authenticity?

Your answer to this question will depend a lot on your personality. Looking at the tips and action items in this article, what can you improve upon to ensure that you’re being as genuine and open as possible? Challenges will always arise, but as long as you stay true to yourself and transparent with clients, these things have a way of sorting themselves out. 

Remember that authenticity and trust aren’t one-time achievements; they are lifelong skills adjacent to your communication skills and ethics training, which means you can continually work to improve throughout your career. Using transparency as a pillar of trust, backed by active listening, clear communication, and a commitment to full disclosure, you’ll remain authentic long after the buzzword fades away.