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Confidence is What New Agents Need to Succeed

July 08 2013

RE Technology's resident social media guru and video blogger explores the secret to success for new agents:

Today I wanted to talk about confidence for new agents. I have a lot of new agents that will ask me questions when I'm training them and working with them about how they can build their confidence and overcome that perception of being a new agent when they are out trying to get listing appointments.

What I try to advise them is to visualize who you want to be three years from now. What kind of agent? What kind of market share? What kind of business? Draft the model, write it on paper, and then mentally put yourself in that place already.

When you go out there and you're a new agent, and you desperately want the business, or just really aren't prepared, people sense that and it makes them a little nervous.

Being overly confident is also a problem. You want to be respectful to the client, you want to assess what their needs are and ask them questions to get to the motivation for their buying or selling real estate. But if they ever sense desperation, they're going to run the other way.

Remember, you never need the business, you WANT the business. Put yourself in the mindset of who you will be in a few years. It's hard when you first start out because you may not have had a lot of transactional experience, you may not know the contract as well as you would like to. Try to seek a mentor within your own office or organization who can help you learn, who you can watch, who you can shadow. That's where the Raise the Bar movement is advocating the idea of apprenticeship, which would probably benefit a lot of people--including consumers.

Before you go out, make sure you're prepared, you practice, you rehearse. Yeah, reading scripts is a little bit, you know *yawn*. Nobody really likes to do that. But the reality is that if you are working with another agent one on one--practicing objections, and overcoming them, and answering consumer questions--it gives you more confidence when you're out there in the field, and it gives you the ability to better answer questions.

Now, the other thing--if you don't know the answer, it's okay to say, "I don't know. Let me find out." It's much better to say that than to be wrong, be inaccurate, make a mistake. We're always learning. It doesn't matter how many years you've been in any industry or any business, there's always something new to learn, and always a new experience to have.

So find your confidence through studying how others work, through knowing your materials, your contracts, through asking questions, taking notes, and practicing scripts. Even if you don't want to use them, it's always good to go through the scenarios. These things have been developed by people who've had those experiences and had those questions asked many, many times.

And just remember--just because you've been through the same situation with a client 20 different times--and I don't mean the same client--it's still unique for the individual client in that circumstance. So never dismiss the importance of their concerns or questions.

For more from Maya, visit her blog at mayaREguru.commayaREguru.com.

Stay tuned next week for more from Maya!