An excerpt from Ken Brand’s book, “Less Blah Blah and More Ah Ha.”

Trust is earned when we:
• Treat others with respect and courtesy.
• Communicate with calm confidence.
• Listen more than talk.
• Include facts, details, names, dates, statistics, testimonials, references, and sources. Strive to show, not tell.
• Employ professional-grade tools, systems, techniques, and people.
• Act energetic, enthusiastic, and in the present.
• Take pride in our work, demonstrate commitment, respond promptly, and act professionally.
• Ask lots of questions about what, how and when they want it, so we can deliver it their way.
• Collaborate, accept responsibility, keep our commitments, and correct our mistakes with a positive attitude.
• Provide a detailed, written marketing plan, including examples, samples, and track record results.
• Keep our clients informed in ways that respect what, how, and when they want their information.
• Lead with a positive attitude, candid conversations, and crisp execution.
• Are consistent in word and deed.
• Admit when we don’t know something and are prepared to find the correct answer, pronto.
• Allow our clients to fire us on the spot if we break a promise, slack, or suck. No questions asked. No fees. No hassles.
Facing the Trust Challenge Together
I’ve been in this business for over thirty-two years. During that time, civilian perceptions of our profession haven’t budged out of the cellar. If anything, advances in technology and gains in societal savvy have made it easier than ever for all of us to spot and avoid lame sales people. The advent and adoption of Internet ratings systems like Yelp.com, Zillow.com, and social media networks like Facebook mean that wary citizens can now identify, choose, and recommend trustworthy service providers, as well as instantly warn their friends and followers whom to avoid.
For you and me, this is fantastic news. By infusing your business approaches with the trustworthy actions outlined in this book, combined with your excellent personality traits and life experiences, it’s easy for you to rise above the vast pack of mediocre real estate agents. Instead of your clients hearing Blah-Blah when you engage with them, they’ll think Ah-Ha, this real estate agent is unique, behaves in trustworthy ways, and is choosable. The future for you is bright.

Ken’s book is available at Amazon.com.