Whether you’re a rookie agent, a rising team leader or an established veteran broker, we can all benefit from sharpening our skills. Follow our “Back to Basics” series to learn fundamental strategies, tactics, philosophies and more from real estate pros across the industry.
Confidence, to me, is a key ingredient in being successful in real estate. As a new real estate agent, this industry can be intimidating and complex. A little bit of confidence will go a long way and have you feeling like a real estate pro.
When was the last time you purchased something from a nervous-wreck salesperson? Never! These five key tips will build up that confidence and have you closing deals in no time.
1. Actions speak louder than words
When I was first starting off as an agent, all I could think about was what the client would think of me. Would they close a deal with me? Would they like me? Would I represent my brokerage well? I spent more time building their tour than actually taking them out on the town and showing them apartments.
These first mistakes helped me learn that you should act first and think less about all the little things. If you get yourself out there, then you are more likely to feel more comfortable with any type of client in any type of neighborhood.
2. Find a mentor
I was never a strong believer in this, but after reading books by Tony Robbins or Ryan Serhant, I noticed a pattern — everyone had a mentor. Either someone to show them the ropes or someone who had already made the mistakes so you don’t have to.
Having a mentor gives you a leg up in the industry. Your mentor can be an industry veteran whom you can trust — after all, two heads are better than one.
I utilize my mentor weekly, whether it’s about a client that I’m frustrated with or the best way to bring in new leads. Plus, with a mentor, you can always role play different scenarios that make you a better agent.
3. Dress the part
I can’t stress this enough. Of course, it’s what’s on the inside that counts. However, your appearance is your client’s first impression of you. If you’re in leggings, hair all over the place and makeup from last night, your client will notice.
Dress the part. Take more than 10 minutes to get ready in the morning. As agents, we’re running around the hot and stuffy city all day, so it’s important to smell good too. When I know I have a packed day of tours, I make sure to bring hairspray, bobby pins, mints and some perfume. When I feel the part, I act the part.
4. Never say ‘I don’t know’
New York, where I practice, is a very complex city — something on the Upper East Side is totally different than something that you see in West Village. This applies to anywhere in the country.
As agents, we are expected to know our product, but of course, there will be times when a client asks us everything under the sun. Someone taught me that if I don’t know the answer to something, never say, “I don’t know.” Instead, you can say something like: “Let me check on that and get right back to you” or “My partner knows the answer to that — let me shoot him a quick text.”
This was the best piece of advice I could have ever received because now my clients think the world of me. Ultimately, there is no excuse — we have Google in the palm of our hands, so we should have all the answers.
5. Network
It seems like the obvious way to build confidence, but as a new agent, it’s tough to find time to network. Attending any type of networking event really paid off for me. Not only to boost my confidence, but also to boost my business. Think about it — practice makes perfect, right? The more networking events that you attend, the better you get at meeting people, and just like that you’ll say goodbye to your social anxiety and sweaty palms.
Plus, these events don’t necessarily have to be real estate themed.
So what are you going to say the next time your client asks you when this building was built? You’ll confidently say, “That’s such a great question — let me get right back to you on that!”
What are you going to do next time you’re invited to a new development broker tour in Brooklyn? You’ll RSVP “Yes” because it’s a great way to network and build up that confidence you’ve been wanting to master.
All in all, everyone exudes confidence in his or her own way. It’s up to you to find what works best with your personality and own it.
Elana Delafraz is a licensed real estate salesperson with REAL New York. Connect with her on LinkedIn.
