As a new agent you have a big challenge to appear as if you have been in the business a long time. Many of your prospects are going to be seeing you for the first time either at open houses or when you are farming on a FSBO appointment or calling from an ad in the paper. When they meet you you should project the image of someone successful it will bring you big rewards. When they see your ads projecting the image of someone professional it makes the difference between picking up a new client or receiving a “flaky call.” When they see your flyers at open house projecting the image of a seasoned Realtor it helps to gain their confidence.

When you are starting your career you don’t put image at the top of your priority list but it should be. First impressions are lasting. How you dress stand carry yourself and articulate are all important. You don’t need to know all the answers but you do need to know how to find them and make people feel that you will do just that. You need to project confidence so people trust you.

When it comes to dress the most important thing is being clean and pressed. You don’t have to have the most expensive clothes but look as if you took the time and care to be presentable. This tells the public that you care about them and respect them. Surveys say that the most important standard in making a good first impression is cleanliness.

When you are dealing with the public you must forget peer group language jargon and slang. Not everyone will understand nor do they feel that you are well-educated if you use slang. You want everyone to feel comfortable so you need to put your “fun” talk for just that—a social setting with your friends. When I am around my grown sons for any length of time I start using “cool” for the word "great " and I have to stop and discipline myself not to do that. It isn’t a big deal to use slang like that but it does make a difference with someone who has never met you before.

Another way to project a confident image when you first meet someone is to have a firm handshake smile and look people in the eye. You certainly don’t need to crush someone’s hand but just be firm. The image you have of someone is formed by many of these small nuances.

Creating an image in the marketplace with your own logo and slogan will have people thinking you have been in business for a long time. Think now of what type of property you wish to represent or how your knowledge in a particular area can be a way of people remembering you now. For example you have been a golf instructor. Use that to create an image of someone who studies concentrates is a winner knows the course and will play above par. Add a golf club to your logo and tie your slogan into your new image. This is an example of what you can use for your ads flyers cards and stationary along with your company name.

Having your own logo says a great deal to the public—you have been in business for a long time and are well established. You know what you are doing. You are successful. Perception is reality with the public. Creating this personal image in the marketplace puts you well ahead of your competition who may have been in the business for years and haven’t done this.

There is a great deal to learn about the business when you are new to real estate. At least you can have the image of someone successful from your very first day. Think image!

Published: March 15, 2001

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