How brokers build trust in uncertain markets

The Best Sales Come from Respect, Not Persuasion Sales is often seen as a game of persistence, but there’s a fine line between being persistent and being pushy. After interacting with 500+ potential customers, one key lesson I’ve learned is this: "It’s okay to admit that someone might not need your product/service or that a competitor could be a better fit." Here’s why—and some examples to illustrate: 1) Respect Builds Trust A potential client once told us he was making 18-22% CAGR over the last 5+ years through market investments (Stocks, PMS, MFs) and didn’t see a need to change. Instead of countering him, I said, “That’s great! You’re one of the few investors with discipline and patience. If you ever want to diversify, we’d love to connect again.” We still had a great conversation, and he promised to refer us to his friends. He also mentioned he might consider us in the future for a debt PMS. 2) Be Honest About Fit Over the last three years, most of our customers have seen solid returns through our advisory services. However, a few didn’t meet their expectations. To them, we’ve always said, “We believe you need to stay longer for investments to deliver results. However, if you are still not convinced, you may choose a different advisor.” This honesty earned their respect, and most of them stayed with us—some even referred us to others who became clients. 3) Competitors Aren’t Enemies One time, a prospect compared us with another competitor in the PMS space. We told them, “Both are great options—here’s where we excel, and here’s where they might be a better fit. Depending on your need, you can choose the right one.” This transparency earned their trust, and they chose us in the end. At Elever, we believe sales is about helping clients make the best decision for their needs—even if it means stepping aside. Respect, honesty, and understanding always go further than pressure. What do you think? Have you ever walked away from a deal and earned respect (or even a referral) because of it? Share your story in the comments! 👇 #Elever #Sales #CustomerFirst #GrowthMindset

After closing dozens of deals over the years, I can confidently say that trust isn’t built through a pitch. It’s built through presence. I used to think trust came after results. Now I know: trust creates results, and it starts way before the contract is signed. Some of the best client relationships I’ve built didn’t begin with sales calls. They started with conversations about life, not business. Listening actively and showing empathy have opened more doors for me than any cold outreach strategy ever could. Sometimes, deals were closed not because of what I offered, but because someone felt understood. If you’re an early-stage founder or own a business at a scaling stage, here’s something worth building into your daily practice: ..1..  Listen Actively Let people feel heard, not just responded to. Put away assumptions and give your full attention; it changes the energy of the entire conversation. ..2.. Show Empathy Relate to their challenges as a human, not just a service provider. Shared experiences build emotional bridges that no pitch deck can match. ..3.. Offer Value Don’t just deliver, overdeliver. I’ve built trust by underpromising and then exceeding expectations with small surprises that mattered. ..4.. Personalize Communication Generic messages are forgettable. Tailoring your language and approach shows your client they’re more than just another name on your list. ..5.. Be Dependable Trust grows when you do what you say. Be reliable in your words, timelines, and tone; especially when no one’s watching. Trust is slow-earned but long-lasting, and it’s your biggest asset. What’s helped you build trust with potential clients? I’d love to hear your perspective. Remember, if your marketing isn’t building trust, it’s just noise. I help founders turn clarity, empathy, and strategy into real growth. If you’re ready to build trust and scale, let’s connect. #AskQueJay #ClientTrust #EarlyStageFounders #EcommerceGrowth #RelationshipMarketing #MarketingStrategy 

I’ve worked in commercial real estate for 30+ years. And I’ve seen many brokers lose deals before they even get started. Not because they lacked experience. Not because they didn’t know the market. But because they walked in with a sales pitch. “This property is worth $X million.” “You need me to get the best deal.” That approach? → Instant resistance Because property owners don’t want a broker who talks. They want a broker who truly understands what they need. What actually works instead is: 1. Make the property the main event. Most brokers jump straight to price. I start with the story. Q. Why did they buy it? Q. What have they invested into it? Before you can really sell an asset to someone, You need to understand what it means to the person who owns it. 2. Find the real motivation. Every owner has a reason for selling, it’s rarely for the money. Some want speed. Some want flexibility. Some want certainty. However, I don’t assume that. I always ask. Because when you know what truly matters, You can structure a deal that actually closes. 3. Shift from selling to solving. I never walk in and say, “Here’s what we should do.” Instead, I ask: "What would a successful sale look like for you?" The moment you turn the conversation into a collaboration, trust is built. And when trust is built, deals get done. The takeaway from this? Success in this industry isn’t about talking the loudest. It’s about asking the right questions, listening with intent. And creating a path forward that works for the client. So, stop trying to “sell” yourself. Start understanding. Start solving. And let trust do the closing for you.

You don’t build great client relationships when everything’s going well. You build them when it isn’t. — When I was running Nexient, I saw this firsthand. Sometimes our primary contact for a client got laid off. It just happened. In that situation, most vendors would stop calling. No pipeline. No deal. No point, right? We saw it differently. In those moments of transition, I took time to invest in the 𝘱𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱—on behalf of the company. I stayed in touch and offered help. Made intros, gave references, and checked in 𝘫𝘶𝘴𝘵 to check in. There’s was no short-term play; but as a business partner, it was the right thing to do. Over time, it came back around. I remember when, one of our contacts had a tough transition period. They landed at three different companies over five years. Between each of these, we kept in touch. At each one, they brought us in. This person knew us. They knew the quality of our work. Trusted us. And every time, that trust helped us skip procurement... and turned into millions in revenue across three separate deals. All from one relationship that we never let go of. From a few coffees. Some messages and a little human decency. Was it measurable in the moment? Nope. But here’s what I learned: 𝗪𝗵𝗲𝗻 𝗽𝗲𝗼𝗽𝗹𝗲 𝗿𝗲𝗮𝗹𝗹𝘆 𝗻𝗲𝗲𝗱 𝘆𝗼𝘂—and you show up—they remember. They remember who was there when there was nothing to gain. So yeah. I still reach out. Still send the “just checking in” notes. Still offer help with no strings attached. Because ultimately — Trust is built in hard moments. So if you’re building a business, don’t just invest in companies. 𝗜𝗻𝘃𝗲𝘀𝘁 𝗶𝗻 the 𝗽𝗲𝗼𝗽𝗹𝗲 behind them. Relationships like that don’t always scale fast. But they scale deep. And that’s where the real value lives.

After working with 1,000s of investors over the last 22 years, here are 5 things that work for building trust as a property advisor. It’s a competitive market. Projects are everywhere. Brokers are everywhere. Buyers are more informed, more connected, and more spoiled for choice than ever before. In a competitive market, the rules change. It’s no longer enough to be the first to pick up the phone. Investors are done looking for brokers. They’re looking for a partner who has their best interest at heart. So how do you win that trust? Here are 5 ways I’ve seen work time and again: 1- Do your homework before the pitch. Don’t push the first property you see. Research your investor’s profile, priorities, and financial strategy so your advice is precise. 2- Advise, don’t sell. Be the broker who says, “Don’t buy this one” if the deal doesn’t suit them. That kind of honesty pays back 10x. 3- Stay top-of-mind with value. Show your clients you listen to them. Remember the small stuff. Build a personal bridge. 4- Invest in relationships offline. Attend networking events, industry panels, and community gatherings to plant seeds that grow into trust. 5- Build a visible personal brand. Consistently share insights, market updates, and smart content on relevant digital platforms. Investors trust people they see as thought leaders. When a client realizes you care more about them more than about closing the fastest deal, that client will never forget you. They’ll come back again. They’ll refer their friends. They’ll trust you for life. What’s the one thing you do to win long-term trust in a competitive market?

One of the toughest moments of my career came during Ghana’s bond restructuring. Markets panicked, clients were furious, uncertainty became the norm. Just like many professionals and leaders, I found myself right in the middle of the storm. It was a real-time test of everything we say we stand for, integrity, resilience, and leadership under pressure. ▪️Here’s what the experience taught me about leading and navigating through crisis: 1️⃣Communicate even when it’s hard: Silence breeds fear, Fear breeds in Silence, When people don’t hear from you, they assume the worst. Clear, proactive communication builds trust even when the answers aren’t perfect. 2️⃣ Lead with emotional intelligence: Logic doesn’t always calm panic empathy does. In crisis, your ability to connect on a human level becomes your strongest tool. 3️⃣ Pivot with purpose: Crisis demands evolution, I had to shift from technical execution to education, from transactions to transformation. Adaptability isn’t just about survival it’s about becoming more valuable in uncertainty. How you lead and cope when things fall apart says more about you than how you perform when things are going well. ▪️If you’re navigating a tough season right now, know this: you don’t need to have all the answers. But you do need to show up!! Hope this helps someone! #leadership