If your follow-up conversation begins with a tentative, “Gee, I hope I’m not inconveniencing you,” your lack of confidence will be evident to the seller. And if you’re not projecting confidence in your ability to get the job done, you’re certainly not going to inspire it in your prospects.
It also means you’ll have a more difficult time being consistent with the necessary amount of follow-ups.
But what if I don’t have a lot of experience?
If you’re new to the business, it can be very daunting to know how to present yourself in a favorable light that’s attractive to sellers, without misrepresenting your experience.
However, there are some things about a less-than-full listing book that can actually be beneficial to potential sellers.
One such benefit is, when you’re representing only a handful of listings at a time, you’re able to give each one consistent, personal attention.
With more focus and effort going into each listing, you’ll get the job done more quickly, and many times, with better results than other “top-agents.”
That’s not just sales-talk either! Go check out the numbers for yourself.
You just might realize the “best agents” are getting their clients less money for their listings than you are!
For example, you can look up your values on the MLS. If your average sales price is 98.4%, and the super-duper “top agent in town” has a list-to-sales ratio of 96%, that means that you are getting your sellers 2% more money!
Don’t let your new (or slow) beginnings hold you back…go ahead and “sell yourself on yourself!”
If you’re still feeling overwhelmed and insecure, just remind yourself that every single journey is made up of individual steps.
Every masterpiece began with a single brushstroke, every quilt a single stitch, every culinary delight a single ingredient, and yes — every successful portfolio a single phone call.
Focusing on all the things required to achieve your goals almost ensures you’ll begin to feel discouraged and not up to the task…
That’s when you need to remember:
The most important thing you can do for your success is to just take one little step.
When your inner voice tries to tell you you’re out of your league — and it will — focus instead on the next small step…and nothing else.
Just that one little thing…
Of course, you can make one phone call, or mail one book, or write one response. Avoid feeling the weight of your entire business pressing down on you by pushing yourself to just get the next thing done.
Your momentum will pick up, and before you know it, you’ll be full of fresh new energy!
The “next step,” plan is easy and effective, and it’s the perfect way to build (and sustain) your confidence as you begin to see your daily efforts adding up in the form of happy clients and more listings!
You don’t have to be the best agent to experience terrific success in real estate…you just need have the courage to get out of your comfort zone and work smart…one step at a time!