Building Trust: How Home Improvement Salespeople Can Utilize the BRT Method

Apr 04, 2024

In the competitive world of home improvement sales, establishing trust with homeowners is crucial for success. Homeowners are often hesitant to commit to significant projects, and it’s the responsibility of sales professionals to alleviate their concerns and build a strong rapport. One effective method for achieving this is the BRT method—Build, Relate, Trust. In this blog, we’ll explore how home improvement salespeople can implement the BRT method to foster meaningful connections with homeowners and ultimately close more deals.

  1. Building Phase: The first step in the BRT method is to Build a foundation of trust with the homeowner. This involves establishing credibility and demonstrating expertise in the field of home improvement. You can achieve this by:

    a. Highlighting Experience: Sharing relevant experience, certifications, and success stories can reassure homeowners that they are dealing with a knowledgeable professional.

    b. Providing References: Offering references from satisfied customers or showcasing past projects can instill confidence in the salesperson’s abilities.

    c. Offering Solutions: Taking the time to understand the homeowner’s needs and offering tailored solutions demonstrates a genuine interest in helping them achieve their goals.

  2. Relating Phase: Once a foundation of trust has been established, the next step is to Relate to the homeowner on a personal level. Building a connection beyond the transactional aspect of the sale can help strengthen the relationship. You can do this by:

    a. Active Listening: Taking the time to listen to the homeowner’s concerns, preferences, and vision for their home shows empathy and understanding.

    b. Finding Common Ground: Identifying shared interests or experiences can create a sense of camaraderie and mutual understanding.

    c. Being Transparent: Being honest and transparent about the products, services, and pricing builds credibility and fosters a sense of openness in the relationship.

  3. Trust Phase: The final phase of the BRT method is Trust. This is where the salesperson solidifies the bond of trust with the homeowner, making it easier to close the deal. You can accomplish this by:

    a. Honoring Commitments: Following through on promises and commitments demonstrates reliability and integrity.

    b. Addressing Concerns: Proactively addressing any concerns or objections the homeowner may have shows that their needs are being taken seriously.

    c. Building Long-Term Relationships: Emphasizing the importance of long-term satisfaction and offering ongoing support can help establish a lasting partnership beyond the initial sale.

In the competitive world of home improvement sales, establishing trust with homeowners is essential for success. By implementing the BRT method—Build, Relate, Trust—salespeople can create meaningful connections with homeowners, making it easier to close deals and build long-term relationships. By focusing on building credibility, relating on a personal level, and fostering trust, home improvement sales professionals can differentiate themselves and stand out in a crowded market.




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This year we are dedicating resources to an extremely worthy cause called The Ocean Cleanup. The Ocean Cleanup is a non-profit organization developing and scaling technologies to rid the oceans of plastic.