How to Form a Pyramid of Trust With Your Database

A tip to help you form a bond of trust with your database.


In order to go from being merely transactional with your database to actually forming a relationship with them, look to the trust pyramid:



Let’s start with logic. Demonstrating logic means crafting a consumer experience in such a way that your clients know that you’re an informed professional and that they can count on you to have the answers. This is a matter of strategically positioning yourself with your scripts and marketing strategies.

At the same time, you need to do more than just show them that you’re the logical choice to help them with their transactions; you also need to show that you genuinely care about them. Empathy comes from the art and science of dialogue. Ask yourself how you can take your script and make it conversational.

Finally, you have to do all of this in a way that showcases your authentic self. Some people would rather talk to a FSBO seller, an expired listing, or make a cold call rather than actually talk to their database. If you’re faking it, that will come through in your interactions.

In our Neverending Referrals community, we break down how you can successfully fulfill the pyramid of trust. If you’d like to join that community, visit, Also, be sure to check for our free webinars that will help you explore this topic.

If you have any questions about this or other topics, reach out to us. We’re delighted to be a resource for you.

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  1. Bill Park on March 17, 2021 at 7:57 pm

    Am working in Opportunities today to determine how to use this more effectively. It seems so transactional yet I know that getting the touches more authentic is something that perhaps we could work on.

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