Halloween Masks: The Key to Success in Real Estate – by Dana Sparks
Every year at Halloween we see people wearing costumes & masks. Some of these are scary, some whimsical, some are cute & some are silly. Children and adults don masks and costumes to become a different persona for a night. Consider adopting a different persona in your real estate career to make more sales and close more transactions. This “trick” may lead to more commission “treats!”
What do the most successful real estate agents and entrepreneurs possess that makes them so influential and accomplished? Is this quality unique to them or is it something you too can master? The answer is confidence and authority. So many customers and clients are simply looking for an agent who will exude the belief that they can get the job done for that client whether it be selling or buying a property. Do you radiate that type of belief in yourself and your own skills and knowledge to your customers and prospects? Do you feel that you can handle and successfully guide your clients through any situation you encounter in any transaction? If you do, congratulations and continue on! If not, then know that you can master this quality and in the meantime, pretend that any day is Halloween and put on the mask of confidence and leadership!
When one dons a mask, they can become whomever they choose a pirate, a fairy-tale princess, a zombie, or even an uber-successful real estate agent! “Fake it ’til you make it” is the oft-used term for this same concept! This catch-phrase means that you should imitate confidence in your business skills in any situation until you actually internalize this self-assurance. This imitation will garner success and will soon generate that core confidence in yourself and you will no longer be “faking it!”
6 Steps to Increasing Your Confidence in Your Real Estate Career:
1. Recognize Your Success
When you show a property, write a contract, negotiate terms, give a listing presentation, do you focus on what you did well or obsess over one minor part you missed cast doubt on your abilities?
Confidence and optimism breed confidence and optimism. Make note of things you did not do in this transaction so that you may do those in the future, but not dwell on these issues as “mistakes” and beat yourself up for items you omitted or bumbled.
Focus on the things you do well within your real estate business and celebrate your successes! Focus on what you did well and you will be increasingly optimistic about your real estate sales skills.
2. Ask yourself, “What is the worst that can happen?”
Think about what is the worst that can happen given your latest action/communication/omission.
Start with the absolute worst case and then work the scenarios backwards to a more realistic outcome. For example, the worst that can happen is your client fires you and you don’t get paid for all the time, work and effort you put into that client. If that happens, you simply go get a new client (and perhaps charge a retainer fee!)
More than likely, your client will vent their frustrations to you and then proceed on with this contract or terminate and you will go find them a new property or a new Buyer for their listing!
Consider that even in the “worst case scenario” you still have your health, your family and friends and the ability to continue in your real estate career and go get more clients!
3. Study Areas in Which You’re Unfamiliar
Build the knowledge you need to succeed. Find classes in areas you want to learn more about that aspect of real estate.
Find an agent who is knowledgeable in some aspect you want to learn and shadow that agent or mentor with that agent.
Get on Active Rain and network with agents from around the country to learn how others approach short-sales, foreclosures, first-time home-buyers, listing in today’s market, etc.
Attend classes related to a specific area in which you want to grow rather than just to get CE credit required for GREC.
Preview property & get to know your product.
4. Use Affirmations to Boost Your Confidence
Constant exposure to positive thoughts about yourself will quickly increase your self-esteem!
Affirmations are words with the power to impress upon your subconscious mind the way to achieve a desired outcome or result or way of thinking about yourself or a situation.
Instead of beating yourself up and that little voice in your head repeating what you did wrong in a situation, have that little voice repeat what you want to achieve or how you want to think about yourself.
With the constant exposure to a new song on the radio, over time, you have memorized those lyrics without even trying; so too will be your experience with repeated positive affirmations about your real estate sales skills – you will soon internalize those emotions and beliefs!
5. Focus on Your Strengths
We all have various strengths upon which to draw for our business. Whether it be that you are a great communicator, a good listener, well-organized, a great parent, a thoughtful friend, a magnificent spouse, influential and persuasive in negotiations, etc, many of our life-skills can easily be re-purposed in our real estate business.
With experience and exposure to a variety of real estate situations those strengths will grow specific to real estate skills.
Remember that your career in your chosen field of real estate is built upon relationships and customer service,, NOT on any one particular transaction.
6. Realize That You Have a Team to Assist You
You are never alone in your business! Every agent has a “team” whether you realize it or not!
Given the nature of our field, we have many others that assist us and can help us in any situation! Closing attorneys, lenders, inspectors, appraisers, brokers, colleagues, support team, past clients, instructors to name a few!
Not sure how to handle a financial question, contact the lender involved in the deal or one of our affiliated lenders! Not sure about how to handle a title issue, contact the closing attorney! Wondering how to assist a Seller who has decided to put his home up for rent, contact a colleague or our support system at Maximum One!
The hallmark of a good leader is not to necessarily know all the answers but to know where to go to GET all the answers!
Self-confident people inspire confidence and trust in others. When you assert your leadership skills and confidence with your prospects, you will be able to persuade them into becoming your clients so that you may help them achieve their real estate goals… and get paid for doing a job well-done! When someone hires you as their real estate advocate, they are merely looking for leadership and confidence that you can get the job done for them! So, this Halloween, put on a mask and become the confident expert in whatever area of real estate you choose; after all, new prospects know nothing about you other than what you present to them!