Have you ever been with someone you've known for awhile and then all of a sudden they change? I had this experience with a new agent the other day. This person was very personable and fun to be around. I thought they were an all around a great person and would make a great agent.
But, that is when something happened, a buyer walked in! Then this used car salesman showed up in the body of this wonderful agent I was talking to. He wasn't confident in who he was and became what he thought people wanted. His image of a great salesman was the one in the long coats at used car lots, and that is what he became.
In my opinion the best agents in the world are those who are themselves. People hire people they know and like and it is very hard to be acting 24/7, but on top of that, do you really want to work with that type of person? Why would a potential client?
So, the best advice I can give to anyone new to this business, or any sales position for that matter, is be yourself! I can tell you that the couple this agent went after didn't give this new agent his number and it wasn't because he didn't try. It was because the people thought he was pushy and they just didn't like it.
After they left I asked why he changed and told him to be himself if another couple came in and guess what? He got a possible new buyer client out of it... because they like him!