they 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 prospect, no matter how successful, 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, 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 lousy business experiences. They need help choosing a good agent from the many available. • Showing confidence will help you get their business, but first, you must “sell” yourself. • Reading your client testimonials and good reviews can inspire your confidence. • Commit to providing excellent customer service and understanding your marketplace. 38
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