Your profile reveals you are a Keller Williams agent. Kudos for showing the initiative to exercise the ability to explore other venues for responses to this extremely important question.
Without question, a referral (trust) is the gold that keeps a real estate enterprise profitable. A buyer sourced from a referral is yours to lose. Even referred buyers have one prime objective...they want to see homes they can purchase!
Expertise means listening and 'hearing' what the buyer wants and knowing and having access to the inventory that matches their needs. If you are showing the the 60th house, accept the fact there is a real disconnect. The second critical component is missing.
Following 'expertise' is strategy. Some buyers are simply noncompetitive in this market. (There are more than economic reasons one can be noncompetitive) What is the strategy to circumvent this reality? A buyer who has knowledge that you are creating the environment that will make them successful will be incredibly patient.
A question that may be interesting to pursue with a buyer, (think open house) is "Why have you elected to not work with a real estate professional?" In that exercise you will have your 'Ah Ha" moment. Present your expertise and strategy in a message that aligns with 'that' concern.
Best of success to you,
Annette Lawrence. Broker/Associate
Remax Realtec Group
Palm Harbor, FL
"Like sellers, buyers most commonly choose an agent based on a referral from a friend, neighbor or relative, with trustworthiness and reputation being the most important factors."
Darrell D. Drouillard
Home Team of America
16719 Huebner Rd., Bldg 4
San Antonio, Texas 78248
'Serving all Your Real Estate Needs'
Accredited Buyer Representative
William Raveis Legends Realty Group