How and When To Talk About Yourself

You’re meeting with a new buyer or seller and it’s the point in the conversation when you need to talk about yourself.

Maybe that’s your favorite part. But for many, especially if you are introvert, the thought of “selling yourself” is enough to make you reconsider your decision to be a real estate agent.

It’s awkward and weird. After all, we were taught as kids that it’s not polite to boast.

The reality, though, is your clients are buying YOU. Your thoughts, your opinions and your unique way of doing things. You provide unique value to their next real estate transaction that no other agent can.

Pricing and marketing mean nothing in a listing presentation if they haven’t bought into your strategy behind why you do what you do.

So how do you do that without it feeling icky and weird?

Most agents want to talk about anything but themselves. They talk about price, the market, their company, etc, and then leave themselves to last.

Oddly enough, it’s better to do the exact opposite. Talk about yourself first vs last.

But as with anything, how you do it matters.

This does not mean that you sit down and immediately dive right into you.

You start with them. It’s all about your clients. Asking questions, uncovering their hot buttons, motivations, fears, etc.

As you listen, your job is to look for pain points that you can solve.

Here’s an example of what I mean:

A seller says that their biggest concern is exposure.

One way to address that is with an open house. So you can say something like:

“Open houses are a great way to increase exposure.” True, but stated that way, the value is on the open house, which means any agent they hire will be able to do it just as well as you.

Or

“Part of my marketing strategy to maximize your exposure is to do a strategic open house. We make sure that we are open both Saturday and Sunday to ensure that we reach the most Buyers possible, use a minimum of 5 signs, make sure it’s on all of the websites with the correct time, and email all of the agents who have shown previously to let them know they can send their clients through for a second look. We have found that by using this system when marketing properties that we have a much greater exposure to the market.”

Now will all of the things that I listed in the second scenario happen in the first one? Probably. But the first one sounds generic.

The second scenario sounds like a warm fuzzy blanket of confidence to the seller. And it sounds unique to you.

How you articulate what you do makes a difference.

Make your clients feel like you are the only one that offers those services the way that you do.

It’s important to talk about you relative to what they need.

2 phrases that clients love:

  • System
  • Strategy

It lets them know that this isn’t your first rodeo (even when it is) and that they can place their confidence in you.

Once you set yourself up as unique, price (commission) is also a non issue.

Have fun with it, and watch how much better your appointments go once you get comfortable talking about yourself.

To your success!
Nicole

Leave a Comment





Signup to receive Nicole's blog posts via email weekly:

Other Posts

Letter to My Younger Self

April 11, 2025

Today is my birthday. For me, birthdays are a beautiful mix of celebration, anticipation and reflection. This post is dedicated to reflections. Things I wish I could tell my younger self. Imposter syndrome is normal! You’ve spent so much time doubting yourself. Feeling like everyone else knows what they are doing while you’re still trying…

Read More

Managing the Adrenaline / Emotional Roller Coaster of Real Estate

March 21, 2025

Closings, getting mutual on a contract, receiving a referral – there are lots of wins in real estate. Each one brings a shot of adrenaline that feels amazing. However, those moments are often short lived, with a lot of space in between. If you aren’t careful that space can fill with self doubt, insecurity or…

Read More

Why Proving Yourself Is A Bad Idea

March 14, 2025

I competed on a listing this week that I didn’t get. It was a great one too – awesome house, great clients. It was one I really wanted. When I got done pouting I took a few minutes to ask myself, ‘where did it go wrong’? Our first appointment was amazing! The second one, not…

Read More

The Secret To Success: How Awareness Transforms Everything

March 7, 2025

‘The first step towards change is awareness. The second step is acceptance. Let us not look back in anger, nor forward in fear, but around in awareness.’ – Source Unknown Last week focused on letting go of the need to play catch up. The only thing that matters is focusing on the present moment. The…

Read More

Don’t Try To Catch Up – Just Start Where You Are

February 28, 2025

I’ve spent the last few days in Virginia at my favorite real estate conference, Genuine Hustle, where I had the honor of presenting a session on asking powerful questions. It’s the most authentic, vulnerable, supportive and all around amazing group of agents that I’ve ever spent time with. They haven’t released the location or dates…

Read More

This Phone Call Brings In The Most Referrals

February 23, 2025

Can calls really translate into referrals? Are some more effective than others? When we work with clients it’s easy to go into ‘get it done’ mode. We focus on getting from contract to closing as quickly and smoothly as possible. And to be fair, that’s a big part of what our clients hire us to…

Read More

What if EVERYTHING is Working Out For You?

February 7, 2025

What happens when you have a ‘set back’ ? Does it send you into a tail spin of fear and insecurity? Do you brush it off and move on? Or – Do you view it as confirmation that you ARE on the right path, realize it wasn’t the right opportunity or situation for you, and…

Read More

Don’t Do This Alone

January 24, 2025

I was lucky enough to be invited to mastermind with these amazing agents for a few days this week. We talked business, but it was so much more than that. We talked about being intentional with our lives, the hours we worked, the struggles we face, our investment strategies (owning rental real estate of one…

Read More

Collaboration Over Competition, This Is Your Chance To Learn From The Best

January 17, 2025

What if you could stop over thinking how to run your business? What if you knew exactly what other agents do to attract clients? This is your chance! Season 2 of Secrets of Attracting Clients starts January 27th and I’m super excited for this years line up! We have 12 amazing sessions, all with ideas…

Read More

How Lowering Your Bar Can Help You Reach Your Goals

January 10, 2025

January holds a special mix of big dreams and deep insecurity for a lot of agents. If you find yourself toggling between the two – know that you’re not alone. We usually associate big dreams with big actions. So we make long to do lists as proof of our commitment to increasing our income. Often…

Read More