Do you remember that feeling you got when you contacted your first lead? You get a pit in your stomach and sweaty palms; you're nervous and stumbling just to get your name out. What should you say? How should you act. The fear of rejection is heavy on your mind, even though all the while you're hoping the lead explodes right in front of you -- lists, buys and settles in thirty days.

You've practiced talking to a lead in the mirror, or pretending your dog is a lead, but you've never actually talked to a real live lead with a real live need. This will require talking to -- gasp -- a stranger. You might even have to go knock on someone's door, the thought of which is making you a bit light-headed -- and dizzy enough that you might just faint before you get to the door.

But should this stop us from exploring leads? No way.

Even when we aren't rookies anymore, many of us can treat out leads as though we are a novice. This stems from a lack of confidence -- something that requires careful balance to ensure success. Too much ego and we can overwhelm the lead and sour a deal. Too little and the lead may look for more "experienced" agents -- even if we know more than any another other Joe Agent on the block.

I often say to people, "Check your ego at the door." This means knowing how to control your ego -- when to turn it on and off. If you overwhelm people with your ego, you may not be given a chance to build a relationship. The same goes if you're too nervous and unsure of yourself: you will quickly be forgotten.

You must be confident and thick-skinned with your leads. Assume you already have the sale. Build yourself up every morning and throughout every day with positive mantras. Repetition of these mantras will soon make them your second nature. Something as simple as, "I am confident" could work wonders. Or how about, "I will get your business." You must allow negativity to bounce off you like bullets off the Man of Steel's chest!

Do this and the confidence you have in yourself will be felt by those around you -- including leads. See "failures" as lessons. See every lead as opportunity. And believe in yourself 100 percent.

But what about too much ego? Check it at the door. Coming off as a know-it-all can turn many leads off -- as well as colleagues. Be confident in your knowledge, but acknowledge to yourself that you don't know it all.

• Find your faults and set goals to fix them

• Rely on your broker and fellow agents for support and experienced advice

• Be willing to admit when you are wrong

Good luck!

Published: July 2, 2007

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Rory Wilfong, co-founder GetMyHomesValue.com, an online home valuation site that connects consumers interested in learning a homes value with real estate agents in their area. Rory leverages his skills and experience to coach company sales teams in support of real estate agents and brokers taking advantage of the lead generation service. Prior to GetMyHomesValue.com, Mr. Wilfong worked as an award-winning real estate agent. He has implemented many sales techniques trainings, customer support trainings, real estate sales trainings and is also recognized as a motivational speaker and coach.