and jittery, which can give our faces a pained expression. A confident person looks relaxed — looks as though he or she belongs wherever they are. Concentrate on what you say and whether you look and sound sincere and natural. You might find that, “I should have said something differently there. Oh, I should always avoid saying that. That’s a big no-no to say, and it’s not going to make people feel confident to work with me.” Gradually, you’ll get a much better presentation for listing appointments, a much better presentation for buyer appointments, and you’re going to have more customers. Additionally, it will be easier and more pleasant for you. No one wants to feel that you’re just using a hard closing or coercing them into wanting to work with you. You don’t want to feel that, either. Ideally, customers will think, “You know what, I can tell that you’d do a great job in helping me find a perfect house. It’s what you’re saying. It’s obvious that you’re different from other real estate agents. You have a unique method that works better than anyone else. So, I’m going to work with you to help me buy a house.” Or similarly, “I can see you have a unique strategy that will be more effective for selling my house.” So just practice it, refine it, and you’re going to grow your business.
KEY TAKEAWAYS:
• Practicing your presentation will help you fix any problems in advance. Practice, Practice, Practice!!! • Focus on clarity and getting to the important points of why customers should work with you. • Practice in front of a mirror, spouse, partner, or a supportive friend.
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