One of the biggest challenges real estate agents face is confidence. Just about every agent I know suffers from lack of confidence from time to time. Agents who are new face challenges with confidence because they are concerned about their knowledge and expertise. Agents who are trying to tap into a new market or niche may also feel they are in over their heads. Even agents who have had success, but had a bad transaction or weren’t successful in a listing presentation may suffer from a temporary loss of confidence.
What is the very best way to increase your confidence? Knowledge, experience, and the coupling that with a strong voice.
Take a moment and think about something you are very comfortable doing or a special skill that you have unrelated to real estate. Are you a good cook, artist, parent, or are great with animals? Think about something that people come to you for advice on because you are exceptional at it. Now imagine you are giving someone advice on that topic or talking through how you do something.
For example, my dad was a chef and I learned to be very comfortable in the kitchen from him. In fact, making Greek salad, souvlaki and tzatziki, and baklava for 100 people doesn’t phase me a bit. I don’t follow a recipe anymore – I cook with instinct. I could easily teach people how to make probably 50 dishes without having to glance at my recipes. That is because I have that knowledge, experience, and therefore, confidence in my abilities. I can have a strong voice when it comes cooking, especially Greek cooking.
However, if someone asked me to speak on the internal workings of the Tesla, that would put me out of my comfort zone. I wouldn’t have the confidence to talk about that because I am not a mechanic nor an electrician. My voice would not be strong because it is not a confident voice.
My goal for each and every one of you would be to gain enough confidence in your real estate trade so you could easily rattle off where your local market has been in terms of inventory, supply vs demand, days on market, and sale prices – and why. How does your local economy play into what is happening with housing? Are there new construction projects on the horizon? Are there new companies coming in and new employees needed (which will put more demand on housing)? Is your city annexing land in growth areas? What does that mean for homeowners?
Here is a hint – you probably know more than you think. Can you answer these questions?
- How has COVID affected local businesses in your area?
- How has COVID affected your local real estate market?
- How was inventory in your area this past year?
- Were there specific price points or types of inventory that were super-hot commodities? What sat on the market for longer?
- What is one local issue pertaining to real estate that you are watching in 2021?
- What is one piece of advice you have for buyers?
- What is one piece of advice you have for sellers?
If you can answer these questions easily, then you have what it takes to have a strong real estate voice! You have been paying attention to the market, can guide buyers and sellers, and therefore, should have confidence in your knowledge.
Every agent who has a strong real estate voice should be putting it to good use by communicating your market conditions to your database. Don’t rely on your company messaging or the local news – your clients need to hear from you. That is how you build value, build strong professional relationships, and get referrals.
But what if you need a little help getting your strong real estate voice out there? That is where I come in. Each year, I provide my clients with a written article that includes a quick recap of the past year and some predictions for the upcoming year. As you can imagine, COVID played quite a role and we while won’t see the full ramifications of that for many months, there are clues about how the economy and the real estate market with fare.
This predictions article and my Denise Live: Looking Ahead to 2021 is now available in the Club Zebra PRO vault. I invite Club Zebra PRO members to use this article as a base for your strong real estate voice. Copy and paste into your template. Add local information. Edit out what you don’t want. No attribution required – you can take the credit.
Your clients need to hear from you, so please use your strong and confident real estate voice with your clients in the coming weeks!
By Denise Lones CSP, M.I.R.M., CDEI – The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.