then watch it with fresh eyes. It might take a few minutes to get used to the sound of your own voice. You're used to hearing your voice through your bones and ear canals — everyone thinks they sound different on a recording. People also tend to focus on what they think is wrong with their looks. Remember that a big part of looking confident is looking comfortable. Uncertainty and self-doubt make us tense and jittery, which can give our faces a pained expression. A confident person looks relaxed — it seems they belong wherever they are. Concentrate on what you say and whether you look and sound sincere and natural. You may find out, "I should have said something differently there." Or, "I should always avoid saying that, and it won't make people feel confident to work with me." Gradually, you'll get a much better presentation for listing appointments and 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 way either. Ideally, customers will think, "You know what? I can tell that you'd do a great job 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 will 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 practice it, refine it, and you'll grow your business.
KEY TAKEAWAYS:
• Practicing your presentation will help you fix any problems in advance. 56
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