Are you bringing your whole life with you into real estate? Most of us don’t. If you are a new real estate agent, you are probably feeling you don’t know a thing! Or, if we’re seasoned, we aren’t taking advantage of the skills and talents we’ve developed in other parts of our life. We’re ‘secret agents’, letting the client think that all we have are some real estate skills.
You Need High Confidence to Succeed in Sales
One of the problems with not using your whole life experience, is that it leaves us with a lack of confidence in real estate. Here’s an exercise I call Bringing your Skills and Talents to Real Estate Clients. Why is this important? When we’re new agents, we think we know nothing. We’re constantly humiliated with our lack of knowledge, and inability to handle objections. We get so tired of ‘nos’ that sometimes we forget that we are capable, honest, caring, responsible humans. We actually come into real estate with a whole adult experience of widely developed skills, qualities, and natural talents. These are much more useful to us than we give ourselves credit for. For us experienced agents: We fail to promote all those life skills we have gotten and we sub-consciously p ut to use in real estate. So, we sound and act like every other real estate agent people come across. That leads to less converted leads and less confidence.
Gaining That High Confidence and Promoting your Value
Let me give you an example. As many of you know, I was (and am) a musician since age four. But, when I went into real estate, I felt like I knew nothing! And, it is true I didn’t know anything about selling real estate. But, I carried with me many great skills into the business that in turn carried me to success fast. Can you guess what some of those skills were—and are?
Had to practice piano 2-4 hours Tenacity
Put off mastery for years Persistence
Followed direction of a coach Coach ability
Had to compete in performance Confidence
Show, not Tell
How could I show one of these traits that I had from all those years as a musician? Let’s take tenacity. Here’s the example and how I showed it:
In my first year in the business, I actually presented an offer and went back and forth, getting counter-offer after counter-offer. I ended up with 10 counteroffers–and the sale! I just never gave up, because I felt it was in the best interest of both parties to buy and sell from each other. In my Professional Portfolio, I showed that marked-up purchase and sale agreement with a note on how it happened and the outcome. How else could I share that quality? I could show testimonials from my clients in social medial, and in my Professional Portfolio.
How to Find your Valuable Traits and Qualities: The Exercise
Draw three columns. Name the first ‘skills and talents’. Name the second ‘benefits to clients’. Name the third ‘how/where to show clients’.
Now, list at least three skills and talents from your former business life. What about these skills/talents are benefits to clients? How would you show this? Where would you show this?
Enlist a Partner
If you’re having some ‘mind blocks’ on how and where to show these benefits to clients, enlist a partner to brain storm the possibilities with you. Once you start crafting these, you’ll get much more excited about your ability to help people—along with that confidence to expand your leads and help more people.
How to Get that ‘Believability
Clients believe what others say, not what we say.
Be believable. Show examples of your traits and qualities. Get testimonials. Your confidence will soar and you will be able to serve your clients much better.
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