Trust matters when building rapport with prospects and nurturing your existing clients. Because at the end of the day, people will ask these questions when they come across your brand – so you need to answer them:

Do I Know you?

Do I like you?

Do I want something from you?

Will I tell others?

Think about cars. You do not buy a new car very day. But you will still be subject to adverts from car manufacturers. You may not think you notice these – and some you won’t. But those that are relevant will send deep rooted messages into your subconscious. This is because the advertisers are not trying to get you to buy now, but building trust so when you are ready to buy a car, their brand is front of mind.

It's the same with mortgages.

People don’t need a mortgage every day. But it is important to communicate regularly with existing clients and deliver a brand image for future clients.

Be easy to mind then easy to find.

What does this have to do with trust?

Trust comes through three things:

1. building credibility

2. developing relationships

3. being reliable and sticking to promises

Credibility

Let’s start with a key asset of yours - your credibility.

Demonstrate your expertise and knowledge by sharing what you know about the mortgage market. Give tips. The more you give, the more you receive.

Relationships

The key to building relationships is communication. You can build relationships with prospects before they talk to you – by focusing on you and your brand. Your personal brand. Be visible. Show your personality online. Then when someone reaches out, they feel like they know you already.

Going back to communication, the most important part of any communication is to listen. So, use social media to “listen” to what your clients are up to!!

Reliable

People who have never used your services before won’t know you are reliable. So, get testimonials to prove this.

Then under promise and over deliver.

Building Trust

With a focus on building trust, the questions will get answered:

Do I Know you? Yes, I do.

Do I like you? I think so.

Do I want something from you? Not yet, but very soon I will be in touch.

Will I tell others? Hopefully, if the service is as good as I think it will be.