In the wake of the NAR settlement, buyer’s agents are in a tough position. What will your relationship with buyers look like going forward, and how can you ensure a steady income in this new environment?

Demonstrating value and building trust with your clients is more important now than ever. Buyers want to work with someone they trust to protect their interests, and you need to establish that trust as quickly as possible. The truth is that most pitches from real estate agents to buyers are the same—to stand out from the crowd, you need to go a step beyond. That’s why today, I’m sharing three tips to help you nail your showings and establish real trust quickly with clients:

1. Frame the relationship as a two-way street. Make it clear to your clients that you don’t just work with anyone. Instead, emphasize that you’re looking for clients who are serious about doing what it takes to get a great deal in this tough market. This accomplishes two things: First, you won’t waste your time with clients who might give up on buying a home after weeks of effort. Second, you’ll demonstrate to your clients that you will be active in the home-buying process. You won’t be an agent who passively helps out when needed; you’ll be a trusted professional actively helping them achieve their goals. This establishes trust upfront while communicating what type of relationship your client is in for.

2. Audition at the showing. The last thing buyers want from their agent is someone pushy or overly “salesy.” Project confidence and don’t come across as desperate. Due to higher interest rates and home prices, buyers have a lot of anxiety about the housing market right now. Let them know that you can be their guide, and they’ll be more likely to put your trust in you for the showing and beyond.

3. Don’t be afraid to point out flaws. Instead of constantly trying to highlight the home’s features, give them space. Don’t be afraid to mention any issues you notice in the home, like minor repair issues. Right now, buyers don’t have a lot of cash for repairs after purchasing a home since they want to put as much money down and lower their monthly payments. Demonstrate to your clients that you are there to protect their interests, and they’ll trust you enough to work with you long-term.

At the end of the day, be the agent you would want to have as a first-time homebuyer. This is how I strive to run my team: By creating the environment I would want to be in.

Let’s be honest: Most listing presentations from most Realtors are pretty similar. They hit similar beats, mention similar stats, and follow similar structures. The good news is that this presents a great opportunity for you to stand out from your competition – the bad news is that you could be left behind in this market if you don’t differentiate yourself. That’s why today, we are sharing three tips you can use to stand out from the pack and build trust with sellers immediately during your presentation:

1. Focus on your seller’s emotions. Your goal during listing appointments should be to meet the seller’s anxieties and fears and explain how you can alleviate them. Find out what sellers’ most significant concerns in your market are. Are they worried about their homes staying on the market too long? Maybe a common fear in your area is that home prices may come down soon. Whatever your seller’s emotions are, put yourself in their shoes and provide relief by offering tangible solutions to these common problems. It might also be a good idea to mention how you solved similar issues in the past.

2. Provide what your competition won’t. To truly have a listing presentation that stands out from the crowd, you have to understand what your competitors are doing. Find out what sellers are hearing from other agents, put your money where your mouth is, and go above and beyond to provide what they can’t. This is where having the right training and a sound support system will really help you elevate. For example, you could guarantee that you will sell their home in a certain period or for a certain price. While you can only credibly do this if you have the talent to back your promises up, relieving your seller’s fears and building trust from the beginning is worth it.

3. Know how to use data. Most agents know that numbers are good to discuss during a listing presentation. However, data can be both your enemy and your friend. To use data effectively, make sure you understand what it’s communicating to your clients. If your stats aren’t clear and credible, leave them out; they only run the risk of muddying up your message and confusing your seller.

When it comes to being the best agent you can be, don’t reinvent the wheel. By leaning on proven strategies that have worked for others, you can build your business in this market.