Here’s how you can sell yourself on yourself. Go look at some of your testimonials. Remember I talked about testimonials in Chapter 2 of this book? Read through your testimonials. Remember the stories and think about them. Think about the happiness you brought to families, the problems you solved for them, and the excellent customer service you provided. Then dig into the specifics. Look at past examples of how you got your customers a better deal. Many of your competitors claim to be top agents who sell homes for more money. Check out their list of sale prices. Check out your list of sale prices. See how your list of sale price compares with other agents and with other companies. When you do this, when you start to go through some of your past sales, your past customers, you’re going to feel a sense of confidence come over you that is stronger than anything else out there. When you stop to focus on good things you’ve accomplished, and the good things grateful people have said about your work, you can’t help but be proud and confident. Every testimonial or positive customer review is an affirmation — a statement that someone believes in you. A statement that you’ve proved your value. A reinforcement of the fact that you deserve to be confident about your work in real estate. These aren’t just “feel-good” statements, either. They’re concrete examples of your hard work, your skillful effort, and your dedicated customer service. Think about the homes you sold or the buyers you helped find for those sellers. Compare your average list to sale price with other agents. Look at some of the deals you were able to negotiate on behalf of your buyers.
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