Whether you’re listing a family home, managing a property portfolio, or leading a high-performance agency, there’s a fundamental truth that shapes every client decision—”I know you. I like you. I trust you.” This isn’t fluff. It’s neuroscience, psychology, and business sense rolled into one. And if you’re serious about growth, it’s time to make these three internal checklists your daily operating system.
1. “I Know You” – Visibility Is Your Currency
Let’s be honest. If a potential client doesn’t know you exist, you’re out of the running — no matter how good you are.
This is about strategic visibility. Are you showing up in their feed with value, not just property ads? Are you being seen in the community, at open homes, online, in newsletters, or through consistent branding?
Real estate SEO tip: Use your suburb or region in your content consistently. Think “Balmain buyers agent” or “property manager in Queenstown” — this helps Google (and your future clients) find you faster.
2. “I Like You” – Personality Wins Over Pitch
If a client doesn’t like you, they won’t work with you — unless you’re the “best of the worst.” And let’s face it, that’s no way to build a sustainable career.
People like people who feel real, who show empathy, and who genuinely care. So, let them in. Share your story. Let your tone be warm, your language conversational, and your values clear.
Quick win: Record a 60-second “About Me” video and pin it to your social media profiles or website. It’s the fastest way to go from stranger to someone worth meeting.
3. “I Trust You” – Confidence Is Contagious
Last of the three checklists is built on trust. It’s when clients feel your confidence and believe in your recommendation. It’s not just about the market intel; it’s about how you deliver it.
Whether you’re presenting a CMA or managing a tricky property repair, your goal is to transfer certainty. That certainty builds trust.
Real-world tip: Use client stories and case studies to show outcomes, not just promises. Storytelling isn’t just fluff — it’s a proven trust-building technique.
The Power of Storytelling in Real Estate
Every agent talks about their results. The best agents talk about people. The mum who sold her first home. The investor who turned a dud property into a profitable rental. These stories create emotional resonance and build that essential know-like-trust factor.
So instead of just saying “I sold this in 7 days,” try “John and Sarah were nervous about timing the market — here’s how we navigated that together.”
Leadership insight: If you lead a team, teach this to your agents. Encourage them to share real moments, not just metrics.
Why This Matters Now
As the market evolves across Australia and New Zealand, we’re not just selling homes — we’re selling trust, stability, and leadership. The agents and business owners who win are those who pass these three internal client checklists and invest in connection, not just conversion.
Whether you’re a solo agent in Byron Bay or leading a multi-office network in Auckland, the principle remains the same: when clients know you, like you, and trust you — everything becomes easier.
Ready to Elevate Your Influence?
If this resonates, then The Business of Real Estate event in September is where you need to be. It’s the premier gathering for switched on real estate leaders and professionals who want to lead with strategy, heart, and results.
Expect world-class speakers, hands-on learning, and networking with the sharpest minds in the industry.
👉 Secure your spot now and transform how you grow your brand, your business, and your leadership impact.
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