Finding Your Own Way

One of the most common questions new agents ask as they are getting started is… "How do I…(fill in the blank)?” 

And if the question is related to something specific, such as “How do I do a CMA?” it’s a pretty standard answer.  There are plenty of resources to help with those types of questions.

But some questions, such as “How do I approach a FSBO?” or “How do I talk to a homeowner whose listing is expired?” require a little more subtlety.

In those cases, there is no one right answer.  Sure, you can review some scripts (we have several such scripts on our Ready Agent Dashboard), but many times, agents say, “I don’t want to sound as if I’m reading from a script.”  And who can blame them? Nobody wants to be a robot - or say things that just don't sound right.

Your way is the best way - for you!

So the key is to realize that there’s no one right way to approach potential clients.  You have to find your own way and figure out what you are comfortable with.   Simply ask yourself, “How would I like to be approached?” and start from there.

But, you should occasionally push yourself out of your comfort zone.  Only by trying new things and challenging yourself will you surprise yourself as you rise to the occasion.

Or, maybe you’ll say, “Well, that’s not for me!”  And that’s okay, too!

One thing you can do to increase your comfort zone is to know your material inside-out.  Agents are sometimes uncomfortable dealing with clients because they’re afraid…afraid a potential client is going to ask them something they don’t know the answer to.  This is especially true for newer agents.

So, make it a point to know your stuff!  Pretend to be a client and write down every question you think they will ask…then come up with your own answers…your own scripts.  Put your personality into it, find your own way and you will shine!