Believe in yourself first...

Here’s another great quote from the Jack’s Winning Words Blog - “Never think that you’re not good enough. My belief is that in life people will take you at your own reckoning.” (Anthony Trollope). How true. Have you every run into a person who is always down on himself or herself? How does that make you feel about them? How would you feel if your doctor started each visit with the statement, “I’m not a very good doctor, but I’ll try to see if I can figure out what’s wrong with you.” The same can be said about Realtors. If you don’t believe that you are a good Realtor your prospects and maybe your clients will see that and find someone who is good at it.

Many agents who are just starting out in real estate get hung up comparing themselves with successful long-time Realtors in their office or community and see themselves as “not good enough.” Baloney! The newbie has access to all of the same tools and programs as the experienced agent. Many times the newer agent has been trained on and has embraced the latest tools and technologies, while the old hands in the office are stuck in yesterday and still doing it “the old-school way.” There was certainly nothing wrong with the old school ways, when the customers were buying in the old school manner. The customers have moved on and so should the Realtors who serve them. Old timers in the office have the edge in experience, but not in what they could be doing to market a property. If the company that the new agent is with is doing things right to support them, they will have a mentor or some other experienced agents to help them with their first few deals.

So, go into every listing appointment or meeting with prospective buyers confident that your willingness to work hard and the backing of your company will see you through any situation. Don’t try to hide the fact that you are new, but there’s no real need to apologize for that fact either. Just lay out what you are planning to do market the property or to find the clients a new home – what tolls and programs your company offers that you’ll be leveraging on their behalf. Present your plan with the belief and confidence that you will be successful. Let your self-confidence reassure the clients that they have made the right choice of agents and of companies.

Of course, all of this advice would apply to the experienced agents, too; assuming that experience hasn’t blinded those agents to the constant need to learn, to re-invent themselves, to move on from the old-school ways and keep up with the needs and desires of the current customer base. I’m reminded of another old saying that I’ve heard occasionally from some of the old-timers when referring to a newbie – “I’ve forgotten more about real estate than they’ll ever know.” Perhaps that is true and perhaps what they’ve really forgotten is how to listen to and respond to the needs of the customers.