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Serving The Client - Our 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. 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 | Client Focus  Is Critical

Client focus improves problem definition for customers who deal in complex problems.

  1. Client focus allows constant learning on the part of myself who can't know all the answers.
  2. 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.
  3. True client focus works competitively - because few people really practice it.
  4. Client focus encourages the client to share more, open up, and allow more access.
  5. Client focus leads to collaboration by the client.
  6. Client focus fosters acceptance of recommendations.
  7. An outsider's perspective often brings new insights that help all involved.
  8. Focusing and helping the client enriches my own life.  


Principle 2:  A Collaborative Style | The Benefits of Collaboration 

  1. Shared perspectives.
  2. Enhanced creativity.
  3. Efficiency through division of labor.
  4. Efficiency through enhanced communication.
  5. Efficiency through shortcutting where mutually agreeable.
  6. More buy-in on the part of the customer.
  7. Fewer misunderstandings.
  8. Less elapsed time.
  9. Greater honesty.
  10. Better working relationships.
  11. Improved understanding of motives behind words and actions.
  12. Development on the part of myself and the client.


Principle 3: Medium to Long-Term Perspective- This Perspective is Important

  1. It gives time to invest in the relationship.
  2. It provides better return-on-investment data.
  3. A short term perspective can lead to myself or the client making bad decisions.
  4. The consequences of trust-creating behaviors - and trust-destroying behaviors - become clear.
  5. It often takes a while to develop a relationship.
  6. Beyond the transaction, the economics of scale and of relationships take hold.
  7. Over time, clients learn about my business.
  8. 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.
  9. Time allows multiple relationships to develop across myself and the client.
  10. The value of trust relationships isn't just additive; it fosters more trust relationships.  Time helps trust become scalable


Principle 4:  Habit of Transparency | Benefits of Operating Transparently

  1. My clients have no doubt about my main motive - to be the main asset in their real estate decision.
  2. My clients have the date to know I am telling the truth.
  3. Little time is wasted in arguing about what the truth is.
  4. I get a reputation for truth-telling.
  5. Since my flaws as well as my strengths are evident, clients can make sensible judgments about me.
  6. For the same reason, clients realize I don't exaggerate.
  7. Clients feel fairly treated by me.
  8. Clients are not suspicious of me.
  9. Clients reciprocate by being open and aboveboard with me.
  10. I gain credibility overtime and repeat business.