Real estate agents often do more than facilitate transactions; they can also serve as trusted advisors. But how do you make the transition from real estate broker to trusted advisor? 

During a presentation at Seattle Agent magazine’s Accelerate Summit, held on March 25 in downtown Bellevue, wealth strategist and industry thought leader Ryan Ponsford offered two strategies to help make that transition, stressing the importance of trust, perspective and authentic connection. 

The trust equation 

How do you build trust? Ponsford pointed to the Trust Equation, a formula developed by the business consultants David Maister, Charles Green and Robert Galford in their book The Trusted Advisor.  The equation — T = (C + R + I) / S.O. — considers (C) Credibility (Do you know your stuff?), (R) Reliability (Do you do what you say?), (I) Intimacy (Do people feel safe and connect with you?) and (S.O.) Self-Orientation (Are you in it for them or for yourself?) to determine (T) Trust.  

“I come from a people who…” 

How do you make more authentic connections? Instead of sharing basic information (e.g., what you do for a living), introduce yourself and add two statements: “I come from a people who . . . . And from them, I learned . . . .” For Ponsford, that would result in, “My name is Ryan. I come from a people who shared values, music, faith, education and life lessons. From them I learned the importance of family, integrity, fun, faith and music.” 

Ponsford told attendees, “It’s a deeper connection. In your closest relationships, do you care what people do [for a living]? Who they are matters most.”