Elite AgentFrom the EditorProductivity & Best Practice

10 tips to becoming more confident and closing more deals

Confidence is usually something people are looking for in order to go to for bigger clients, talk to important people or even speak in front of an audience.

Because let’s face it – if you can be confident in your personal and professional life it might make you believe you can get things done (especially if you happen to be selling yourself).

But you shouldn’t wait to feel confident to take that next step, whatever that may be.

It’s not like ‘confidence’ can be bestowed on you in any way. And if you wait until you feel confident then opportunities might pass you by.

It is possible though, to build a rock-solid foundation that can help you tackle life, your job and your customers head-on.

This post shares 10 ways you can boost your self-confidence and take that next step.

1. Visualise yourself already being a success
This is a technique embraced by some of the most successful people in the world, who visualised their success way before they achieved it.

Oprah Winfrey, Will Smith, Richard Branson are some of the names among many who have witnessed unprecedented success using the power of visualisation to support their grit and hard work.

While practising the visualisation technique, you need to see yourself in an image that you are proud of.

Create this image in your mind, see yourself as you want to be seen, preferably a remarkable version of yourself achieving all your goals, one of which could be closing more deals, successfully.

Keep working on this technique consistently without fail.

Further reading: Joe Dispenza

2. Use affirmation techniques
Affirmations are positive statements that you say to yourself. Affirmations help you uplift yourself in the most vibrant and empowering manner possible.

It is said that we tend to believe things that we tell ourselves time and again. Instead of being hard on yourself and criticising yourself, utter loudly the things that are positive about you.

Repeat your strengths aloud and also keep repeating the strengths that you would like to build in yourself. For example, if you think confidence is an area you need assistance with, you can keep repeating, “I am a confident person.”

Alternatively, instead of repeating, “I am very good at closing deals.” repeat, “Why am I so good at closing deals?” Our brains are wired to find answers to questions given their curious nature. This will make your brain seek answers to what underlying skills you have that make you a great real estate agent. Once you know the answer, you can use those skills in upping your deal closure game.

Further reading: David Hoffeld

3. Embrace your fears
Your fear counteracts the confidence that could otherwise help you close deals like a pro.

Your fear of not being able to close a deal, lose a client, lose your margin or commission, might make you closed to actually investing yourself fully into closing a deal.

This applies to your life in general, as well. The only way to address this issue is to face your fears head-on. Step out of your comfort zone, try some new techniques of winning clients and closing deals that you admire in some of your fellow agents/ realtors.

You cannot expect to get better results from following the same old process and steps. Be creative and courageous and try out a new approach to listing or negotiating.

Additional resource: Jet Xavier, How to be EPIC

4. Acknowledge your qualities
We are often burdened by thoughts of what people think of us and whether or not they perceive us in a good light. Unfortunately, it is us who are most critical about ourselves most of the time.

Thoughts of I am not good enough, I am not doing enough, I am a failure, plague human minds all the time. It almost seems like we are naturally trained to do so. However, this is not true. Start questioning this little voice in your head. Start seeing the good things that you do and the qualities you have and build up from there.

Further reading: Dr Greg Kushnick

5. Create goals that can be realised
When you are battling self-confidence issues, try not to set goals which might be too difficult to achieve.

Try to start with smaller goals which are easier, which in turn can help you boost your confidence to take on bigger deals later.

Create a list of your achievements, big or small, and keep reading through them every now and then. Instead of just focusing on your to-do list, focus on this list that mentions “You have done it and you can again”.

Reading this list, especially before a pitch or a negotiation can help boost your confidence manifold.

Further reading: James Clear

6. Help others
Helping others is one of the best ways to boost confidence, as it helps us feel grateful for everything we have and gives us an opportunity to make a difference in other’s lives.

Whether it is helping a colleague, mentoring a new employee, volunteering at a local not for profit, it could be anything.

Extra Resource: Give to Give in your community

7. Be empathetic
One of the easiest ways to have a fluid discussion and close a deal is by being empathetic. All you need to do is be a good listener.

Understand your client’s requirements and what exactly would make them happy and strive to find the right match for them.

Building a good reputation by being empathetic will not only help you close deals but get more business, via word-of-mouth, as well.

Additional reading: Claudio Encina, Dealing with difficult vendors

8. Stop Selling, Start Helping
A quote by the great Zig Ziglar but so important in your mindset and approach towards customers and networking partners.

Instead of asking yourself the question, “How can I close this deal,” or “How can I win this listing” put yourself in a place where you are asking the question, “How can I really help this person in front of me”.

Confidence flows from adding value and helping your customers.

Even if the help the customer wants is not necessarily the outcome you’re looking for, it will pay dividends in the long run.

Additional resource: Charmaine Keegan and Josh Pyatt

9. Know your product
Be it the sale script, process, or the details of the property, knowing your subject matter will lift your confidence big time.

Knowledge shines through your pitches and conversations with both sellers and buyers. There is no substitute for product knowledge!

Further reading: John McGrath

10. Practice and role play
Great sportspeople practice key moves over and over again. Practice critical conversations with others in your office before you go out onto the field of play.

Further reading: Odile Faludi

Confidence is something that happens when you show up over and over again, when you do the work over and over again.

The more you show up, the more confidence will show up.

Good luck!

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