As a new real estate agent just starting out on the journey to success, one of the pitfalls far too many agents fall into is a common pattern of what I call “tanking talk.” Tanking talk is the type of phrasing, words, or simple expression that can TANK your real estate deal before you even get the chance to show your stuff. In other words, as a new real estate agent just starting out every prospect, lead, and client is precious – therefore you ought to put as much thought into what you will say to them as what you will do for them.
Three Phrases to Eliminate “Tanking Talk” as a new real estate agent
1. “I’m doing this part-time”
Well why don’t you just tell that potential client that you really aren’t a real estate professional, and that you are going to treat their real estate deal as a “part time” transaction. Real estate isn’t your mistress, this is your profession! Would you hire a doctor to operate on you that does detailed heart surgery part time? Eh, probably not. So why would you turn around and tell a potential client that you only work part time? The solution is don’t say it! Your goal is to ensure the other party knows that you are a real estate professional, that you care about what you do, and that you will put full time effort into providing them the highest in quality service.
2. “I am doing real estate on the side”
Wait – you are doing what on the side? Look, very similar to #1 above you don’t want to lead a potential client to believe that you don’t take yourself seriously or worse that you don’t take their real estate deal seriously. “On the side” makes me feel like you are simply working real estate deals with anyone who will let you in order to bring in money. And hey, since I am only doing it on the side it really doesn’t matter as much to me as whatever is my main occupation. You wouldn’t want to do business with someone who only “does it on the side,” so don’t go out there and portray the same thing to others! Even if it is true, and you don’t have the client base built to quit your other job, don’t TELL people that real estate is just something you do on the side. Real estate is your profession, make sure the world knows it.
3. “I’m New”
Think about the last time you had an issue with a product or a service, you called customer service, and the person on the other end had no idea what you were talking about or how to solve your problem. You press them, you get angry, and then you hear those precious little words “I’m new.” GET ME A MANAGER!
You don’t want to portray to others that you are new and don’t know what you are doing, so simply eliminate this phrase from your vocabulary and come up with something better. There is nothing inherently wrong with being a new real estate agent, but the reality is most people want someone with experience and knowledge. Therefore, rather than just tanking your talk up front by telling people you are brand new find another way to direct a conversation and just avoid bringing that topic up altogether if you can. Remember, there is nothing wrong with being new – you just don’t need to say so every time you meet with a potential client. Make people believe you are a real estate professional, because you are – and you work full time and are dedicated! Yep, that is the ticket to real estate success as a new real estate agent.