In the fast-paced world of real estate, trust is not an option, it is everything. Especially when the business is large, fast-moving or full of unknowns. That is why transparency is a central factor in every successful transaction.
Brandon Gilkey has built a reputation as a trusted real estate advisor and deal architect. He doesn’t act like a traditional agent. He works directly with sellers in difficult situations and connects them with investors looking for the right solution. His approach is to solve problems, not push for paperwork. Over the years, he has learned that open, clear and honest communication builds strong and lasting relationships, whether someone is selling a property under stress or investing hard-earned capital.
Why trust is more important than ever
Real estate is emotional. For sellers, it can mean loss, stress, or major life changes. For investors, it’s about risk, numbers and timing.
According to a 2023 report from the National Association of Realtors, 78% of sellers say trust in their real estate professional was the most important factor in deciding who to work with. In fire sale scenarios, this number increases even further.
“If a seller doesn’t think you’re open, they’ll close,” Brandon explains. “I once had a saleswoman who was weeks away from foreclosure. She thought everyone was just trying to take advantage of her. I showed her not the compensation, but a plan. I explained to her what I could do, what I couldn’t do, and why. That changed everything.”
Clear expectations prevent problems
Don’t promise what you can’t keep
Brandon Gilkey makes it a point to set real expectations from the start. “There is no advantage in overpromising. That only leads to mistrust,” he says. Whether it’s about the timeline, the offer, or the seller’s requirements, transparency keeps deals moving and prevents surprises down the road.
He remembers a deal where a house had major foundation problems. A former agent tried to downplay it. Brandon didn’t. “I told the seller and the investor exactly what was wrong and how it affected the numbers. Nobody liked the news, but they appreciated the honesty. We did it anyway.”
Put it in writing
Transparency is not just talk. These are written offers, detailed schedules and documentation. That creates security. “I don’t want a salesperson to guess. I want them to be informed,” Brandon says. He uses visual aids, checklists, and simple language to help sellers understand what’s happening every step of the way.
Open communication creates trust
Keep talking – even when it’s quiet
Some deals happen quickly. Others pull. One of the biggest mistakes real estate professionals make is staying silent unless there is a major update. “Silence is a killer,” Brandon says. “People start filling in the gaps out of fear.”
Instead, it keeps sellers and investors informed, even with small updates. “Hey, the title is still working on your file” may not sound exciting, but it shows the customer that you are still working on it.
Speak their language
Not every seller is a real estate expert. Many feel overwhelmed. Brandon adapts the way he explains things to the people he is speaking to. “I’ve heard salespeople say, ‘Just talk to me like I’m your cousin and not a customer.’ That stuck with me.”
By simplifying legal or financial language, he helps sellers feel empowered rather than confused.
Tell the whole truth – even the difficult parts
Be the first to share bad news
Things can go wrong in any transaction. Deals fail. Inspections reveal hidden problems. Lenders are withdrawing. Brandon believes in breaking the bad news early and admitting it.
“I had a deal fall through because a lien came up late in the title process,” he says. “I called the seller that night. I explained to him what it meant and gave him two options. We worked through it and actually closed two weeks later. That only happened because I was honest the second I knew.”
According to a Harvard Business Review study, transparency during setbacks increases long-term customer loyalty by 24%, even if results are delayed or difficult.
Use transparency to strengthen relationships with investors
Investors want the full picture
Brandon works with experienced investors. You don’t want any fluff. They want facts. “I don’t sugarcoat numbers. I broadcast the good, the bad and the weird,” he says.
For example, if a property has potential but needs $30,000 worth of repairs and there are clearance issues, he lays it all out. This honesty keeps investors coming back. “It’s easier to sell a rough deal with a real plan than a ‘perfect’ deal that ends up messy.”
Trust lowers the learning curve
Brandon also works with newer investors. For them, transparency is not just about numbers, but about education. He guides you through competitions, exit strategies and risk factors. “Explaining why a deal works makes them smarter investors. And smarter investors make better long-term partners.”
Action steps to build trust through transparency
Here are Brandon’s top strategies that anyone in real estate can use:
- Explain your role clearly and concisely. Let people know exactly how you work and what you do.
- Put everything on the table. Communicate numbers, risks and unknowns early on.
- Overcommunicate. Even if it’s just a check-in, don’t disappear.
- Speak plainly. Use real language, not industry jargon.
- Own up to your mistakes. Quick honesty is better than slow excuses.
- Create clear systems. Use repeatable steps and written schedules.
Final Thoughts: Why It Works
Transparency may not always be easy, but it always pays off.
In Brandon’s words, “I’m not afraid of a hard bargain. I’m afraid of losing someone’s trust. That’s harder to fix than any foundation.”
By providing honest leadership, clear communication, and treating sellers and investors like real people, real estate professionals can close better deals and build a better reputation.
When trust leads the way, everyone wins.
