CHAPTER 6 Be the Pro, Clients Want to Hire Sell yourself on you. Now, what do I mean by that? A big part of performing anything well is gaining the confidence that you can do it. You have to first sell yourself on why you believe that you're a great agent. Why do 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 of earning the business. Besides being confident, you can do a couple of other things. Why does this matter? Why do you need to sell yourself before you try to sell others?
HELPING CUSTOMERS DECIDE
Remember, 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. A business has burned them. They've been lied to by people who are trying to sell them something. As a result, they're skeptical, and they're cautious. It would be best to convince them you're the right choice; part of that is expressing your confidence. Think about your own experiences. Think about the last time you hired somebody to work on your car. You took it to a mechanic. Unless you've worked with that car mechanic or 43
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