Feeling Confident and Showing It – 4 Keys for Real Estate Agents

Exhibiting confidence in the sales profession is critical. It especially applies in real estate sales. Here's a simple four step approach to master this important issue:

The Art of Exhibiting Confidence has four main components. They are:

1. Your visual image - Don't forget that everyone forms an opinion of you before you even open your mouth. It only takes 4-6 seconds! So here's the issue: do you present the professional image you want them to accept? Who do they see you as before you even get started? A great question to constantly ask yourself is, "Would I buy from me right now?"

2. How you act - This one starts with your posture and the way you carry yourself. Everything from good eye contact, to a strong handshake, to having an easy relaxed manner, to asking for business without being "salesy" (or nervous).

3. What you say - The actual words you use to communicate. The questions you ask. Using objection handlers that are logical and easy to understand. The stories you include to illustrate your point. Most important of all—the benefits your message provides to your customer/prospect.

4. How you say it - Are you engaging and conversational? Are your tonality, your rate of speech, and your delivery relaxed and non-confrontational? Do you put them at ease by asking the right questions? Conversation patterns and styles of speaking are critical to presenting your image.

Items #1 and #2 are physical strategies you can use to your advantage on an ongoing basis. The key is to be a master of "what to say and how to say it." Let's look at items #3 and #4 in more detail. Here are some specific ideas you can take on right away...