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The Importance of Projecting Confidence in Commercial Real Estate

By Jim Gillespie | August 7, 2013

When I’m talking about confidence, the following quote always brings a smile to my face:

"Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you."

Zig Ziglar

Confidence is something that you want to exude whenever you’re interacting with your clients and prospects. If you’re not confident, they’re going to pick up on this, and it will lessen their interest in working with you. In addition, your lack of confidence will have your clients and prospects feeling less confident about anything that you’re recommending to them, thereby maximizing the chances that you won’t end up closing any transactions with them.

Your clients and prospects will be making an important financial decision when they’re working with you, and if you’re not projecting confidence around what you’re recommending to them, how are they going to feel confident about following your own recommendation?

Right now, how confident and at ease are you feeling whenever you’re interacting with your clients and prospects? If you’re not exuding the kind of confidence that you want to be, this is something that you’ll definitely want to be working on. Role play and have someone sit in as your decision maker, and videotape your presentation to them. Then at the end of your presentation leave the video camera rolling, and ask them for their feedback on how you did.

Then watch the video!

How confident are you feeling these days during your presentations? Are you feeling relaxed and feeling like you know everything that you need to know beforehand? Or are you worried that your clients and prospects might ask you a question that you don’t have the answer to? If you’re worried, you could be projecting this towards your clients and prospects, and that’s not good.

Know your real estate market, know the value of the properties in it, and always be able to confidently tell this information to your clients and prospects. In addition, always project to your clients and prospects that what you stand for above all else, is looking out for their own needs and protecting their own best interests at all times.

Everyone wants to work with a real estate broker just like that one!

It can also be helpful for you to make a list of the questions that your clients and prospects sometimes ask you, that you’d like to develop better answers to. Then work on developing better answers to these questions, and when you feel that you can then deliver these answers on autopilot whenever it’s necessary, this will help you tremendously in boosting your own confidence.

Whenever you have the internal feeling that no matter what question someone may ask of you, that you will deliver a good, appropriate answer to the question, you’ll begin to exude an even greater level of confidence. In addition, if someone ever asks you a question that you don’t have the answer to, you can then say to them, "I don’t have the answer right now. But I will have the answer to you by 5:00 p.m. today."

That’s taking a situation where you don’t have the answer, and then delivering both confidence and certainty in your response back to your client.


We can transform your commercial brokerage business and get you making more money by doing one-on-one coaching work together. If you’re interested in one-on-one coaching to take your commercial brokerage business to the next level, click here and contact me.

"Jim has me much more focused on doing the things that make me more money and he holds me accountable to make sure that I do them."

Greg Barsamian
Coldwell Banker Commercial

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