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David's Trust Based Approach
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Serving The Client - David's Unique Approach
My Trust-based Approach cannot be reduced to pure behaviors. You can't bottle it in a competency model. Our actions are driven by our beliefs and our beliefs are driven by our values - the principles we adhere to. Trustworthy behavior is way too complex to fake. If your beliefs, values, and principles don't drive you to behave in a trustworthy manner all the time, you'll be found out quickly.
Hence, the principles I adhere to are the most important component of Trust-based Approach. The way to become trusted is to act consistently from those principles - and not just any made-up set of principles will do. The four specific principles that drive my Trust-based Approach System are:
Principle 1: True Customer Focus
Why David Sees Client Focus As Critical
Client focus improves problem definition for customers who deal in complex problems.
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Client focus allows constant learning on the part of myself who can't know all the answers.
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Clients won't let me earn the right to offer solutions until they feel I've understood their situation - and that comes about from truly paying attention.
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True client focus works competitively - because few people really practice it.
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Client focus encourages the client to share more, open up, and allow more access.
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Client focus leads to collaboration by the client.
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Client focus fosters acceptance of recommendations.
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An outsider's perspective often brings new insights that help all involved.
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Focusing and helping the client enriches my own life.
Principle 2: A Collaborative Style
The Benefits of Collaboration For David
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Shared perspectives.
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Enhanced creativity.
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Efficiency through division of labor.
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Efficiency through enhanced communication.
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Efficiency through shortcutting where mutually agreeable.
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More buy-in on the part of the customer.
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Fewer misunderstandings.
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Less elapsed time.
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Greater honesty.
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Better working relationships.
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Improved understanding of motives behind words and actions.
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Development on the part of myself and the client.
Principle 3: Medium to Long-Term Perspective
Why a Medium to Long-Term Perspective is Critical For David
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It gives me room to invest in the relationship.
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It provides better return-on-investment data.
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A short term perspective can lead to myself or the client making bad decisions.
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The consequences of trust-creating behaviors - and trust-destroying behaviors - become clear.
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It often takes a while to develop a relationship.
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Beyond the transaction, the economics of scale and of relationships take hold.
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Over time, clients learn about my business.
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In the short term, relationships can look like win-lose or lose-win; in the medium to longer term, they all become clearly win-win.
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Time allows multiple relationships to develop across myself and the client.
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The value of trust relationships isn't just additive; it fosters more trust relationships. Time helps trust become scalable
Principle 4: Habit of Transparency
David's Benefits of Operating Transparently
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My clients have no doubt about my main motive - to be the main asset in their real estate decision.
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My clients have the date to know I am telling the truth.
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Little time is wasted in arguing about what the truth is.
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I get a reputation for truth-telling.
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Since my flaws as well as my strengths are evident, clients can make sensible judgments about me.
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For the same reason, clients realize I don't exaggerate.
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Clients feel fairly treated by me.
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Clients are not suspicious of me.
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Clients reciprocate by being open and aboveboard with me.
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I gain credibility overtime and repeat business.
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THE GTA REAL ESTATE CENTRE
CREATING RESULTS THAT MOVE YOU ! |
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