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.
“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:
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!
Signup to receive Nicole's blog posts via email weekly:
I posted a reel on instagram this week that got a surprising amount of feedback. Surprising in how grateful people were to finally have someone admit the truth. You don’t have to be part of the 5am club to be successful. Did your shoulders relax just a little when you read that? I hope so.…Read More
You know those agents – the lucky ones whose clients magically show up, and they always seem to be having fun while posting sales and having a life. The type of agent you wish you could be – someday. What if YOU could be that person right now?? On the outside, luck can look like…Read More
This is your reminder to keep going and trust that things will work. It’s easy to be impatient and want to know how the story ends. Because if we know that, then we can get there faster and avoid making mistakes along the way. But that’s not how it works. And sometimes the mistakes are…Read More
This is one of the biggest things most agents are missing in their business. But if you’ve ever been a part of a great mastermind and have a solid tribe you know that it’s one of THE best things not only for your business, but for your soul. We aren’t meant to do this alone.…Read More
I was chatting with someone this week who mentioned that they were spending this week journaling, planning and deciding what they want to create in 2024. Sounds awesome! But their last comment got me – I know I should have done this sooner, but… Sooner says who? It got me thinking about all of the…Read More
Ideally it’s both. But somewhere between the joy of dreaming into new goals, and attaching metrics (ie the how) things can go from creative to confining. In the ‘what if’ space – it’s easy to be creative. At this point the possibilities are endless. There is no right or wrong, pass or fail. Actions and…Read More
As we head into the last 2 weeks of the year Grace and Light are the 2 words that keep coming up. Whether this is your favorite time of the year, or one that you would be just as happy to skip – it’s a lot. It can be an intense time of celebration, reflection,…Read More
Seems like a simple question. Of course the reflex answer is yes. I can absolutely have anything I want. But deep down do you believe it? I just came back from a few days of business planning with 3 amazing agents. When we get together we go deep. It’s WAY beyond what we want our…Read More
Today is December 1st. Which means 2024 is right around the corner. No sooner do we finish celebrating the accomplishments from this year – we reset the counters to zero and look to create something new. We list our goals, envision our future and formulate action plans. All necessary parts of the process. But what…Read More
I’m over here at my Dad’s still this week. I’ll be here for a total of 11 days. I love the time with him, but his internet is the WORST. I’m actually using my phone as a hot spot to write this post because the internet is so unstable. I’m all for taking time to…Read More