CHAPTER 6 How to Be the Confident Pro Clients o Clients Want to Hire Sell yourself on you. Now, what do I mean by that? I mean that a big part of performing anything well is gaining the confidence that you can do it. You have to first sell yourself — you — on why you’re a great Realtor®, and why you deserve people’s business. We all know that confidence makes a huge difference for any business person or professional. Imagine how you’d react if your doctor acted nervous and uncertain when describing the heart surgery you were about to undergo! If you’re confident, you have a way better chance at getting the business. The best way to build confidence in real estate sales is by learning scripts and role playing them with a partner on a daily basis. Practicing conversations helps you get better, more fluid and in turn builds confidence. Besides being confident, there are a couple of other things you can do. Why does this matter? Why do you need to sell yourself on you first before you try to sell other people on you?
HELPING CUSTOMERS DECIDE
The average real estate customer doesn’t know who’s a good agent and who’s not. They don’t understand real estate, so they have no basis for choosing an agent. In addition, everyone has qualms. They’ve been burned by a business. They’ve been lied to by people who are trying to sell them something. As a result, they’re skeptical and they’re 36
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