and uncertain when explaining why he or she would like your business? An agent who’s practically begging for your business? Or would you choose the confident agent? The one who’s already researched your marketplace? The one who can show you testimonials and online reviews? The one who clearly believes he or she can do the job and provide you with better customer service? Which one is the confident professional you want to hire?
VALUE YOURSELF
Then, once you’ve gone through this, put a higher value on yourself. Start thinking of yourself as a top producer, as someone who deserves the customer’s business. Visualize success, not just in general, but also before every client meeting. Don’t fall into the trap of being intimidated by successful people. Realize that every single prospect, no matter how successful they are, has experienced many of the same struggles and insecurities. I’m not saying to go out there and envision them having struggles or insecurities. Just realize that most people face adversity and struggle with confidence at some point in their lives, no matter how successful they are. That’s not just true of clients. It’s also true of your competitors, even those “top producers.” Also remember that highly successful individuals — even powerful CEOs — usually understand the value of working with specialists like you. Their ability to efficiently manage the strengths of others is one reason they became successful. KEY TAKEAWAYS: • Few people understand real estate. Most have had bad
41
Powered by FlippingBook