REF | Why Trust Is the Real Currency in Real Estate

In this episode of Real Estate First Friday, host Matthew Hodge, Executive Vice President at LPT Realty, is joined by Natalie Cox, Vice President of Brokerage Ops, for a powerful conversation on trust, character, and credibility in real estate.

As agents head into a new year, this episode breaks down what actually builds long-term success beyond scripts and systems. Matthew and Natalie explore why trust breaks down in transactions, how agent motives quietly show up in client relationships, and why serving the consumer must always remain the North Star.

From listening more than talking to developing the skill, capacity, and emotional intelligence required to lead clients through difficult moments, this episode offers a practical framework for agents who want to grow their business without sacrificing integrity. It also explores how repetition, preparation, and a strong track record compound into authority, referrals, and a lasting market presence.

If you want to build a real estate business that lasts, this episode shows you where it really starts.

KEY POINTS
Why trust is the foundation of every successful transaction
How agent motives quietly impact client confidence
Listening more than talking builds authority faster
Why serving the consumer must stay the North Star
Skill, capacity, and preparation build confidence
Repetition and practice sharpen real estate conversations
Emotional intelligence matters when transactions get hard
Character shows most under pressure
How track record drives referrals and long-term growth
Why credibility compounds over time in local markets

QUOTES

“If you put your ambitions ahead of the people you serve, it becomes visible.”

“Trust breaks down when clients stop believing you have their best interest in mind.”

“You can crunch numbers and still lose the human side of the business.”

“Listening more than talking changes everything.”

“Character shows up when things go wrong.”

“The people who serve the consumer best get the biggest paychecks.”

RESOURCES:

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Website | https://www.lpt.com/