Just Be Yourself
When I first started in real estate a little over seven months ago, I had no idea what it meant to be a real estate agent. I had some inkling from the classes and test, but I really didn’t understand the mental aspect of it. What came as a surprise was how much of it was between the ears.
The ability to shrug off rejection and go after the next one, to wake up every day and have a go get ‘em attitude and to keep plugging along was something I had never considered. While it would be disingenuous to say I had no idea, I didn’t think it was that close to a salesperson’s job, but it was.
You have to know how to read people and how to understand what they need and when they need it. Follow up is crucial in this industry and if you don’t do it, someone else will.
I think the biggest hurdle for me besides getting comfortable with door knocking and cold calling was not thinking about what other agents were doing. While it’s good practice to try to learn from other agents and incorporate some of what makes them successful, I was getting caught up in worrying about what they were doing instead of what I should do.
I would think, “There is no way I can beat this agent, he has the money to put out tons of signs, has nicer clothes than me and seems so much more confident than me. How will I ever match up?”
This kind of thinking is disastrous because instead of just doing what works for you, you get caught up with what other agents are doing. Some are just better at working open houses while others are masters at the cold call. Some capitalize on expired listings and others target For Sale By Owners.
No one approach is better than another; they are just different ways to get to the same goal. I personally prefer the STL Real Estate approach, which is working by referral. We pride ourselves on offering superior customer service so our past clients refer us to future clients.
This brings me to the main point of this article: be yourself and you will never have to worry about what other agents are doing. Don’t become some fake, know it all salesman because you think that is what gets the job done. Offer the knowledge you have and if you don’t know the answer, say you don’t but you will find out.
Also, don’t lie if someone asks you how long you have been in the business. If you are like me and have been in for a short time, simply say you are fairly new but passionate about helping your clients and have the backing of your brokerage if you need any help along the way.
You could also say an added benefit of being newer is your client base is small so all your energy can be put towards their needs.
In the end, be comfortable in your own skin and future clients will pick up on it. They will want to work with someone who is genuine and tells the truth.