Whoa there cowboy… What happened to the person I was just talking to?

Real Estate Broker/Owner with Respect Realty LLC 200311024

Photo courtesy of papaleguasHave 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!



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Tom Braatz Waukesha County Real Estate 262-377-1459
Coldwell Banker - Oconomowoc, WI
Waukesha County Realtor Real Estate agent. SOLD!


I would think anything in life would be better always being ourselves.


Tom Braatz

Nov 05, 2008 02:05 AM #1
Angelia Garcia
Pure Realtors - Dallas, TX

Hi Todd,

great post.  Yeah, you don't want to sound or look needy.

Nov 05, 2008 02:16 AM #2
Cindy Leiterman
Resource One Realty, LLC - Green Bay, WI
Green Bay, WI

People can usually tell when an agent is trying too hard.  It's always best to have confidence in yourself because that transfers to your customers and clients.

Take care.

Nov 05, 2008 02:19 AM #3
Sandy Gleason
North Pointe Realty - Buhl, ID
Realtor for Southern Idaho-Magic Valley

Real estate is about long term relationships, being ourselves is what creates the long term friendships and referrals.

Nov 05, 2008 02:20 AM #4
George Wilson
Raleigh Cary Realty - Raleigh, NC
Raleigh Cary Realty 919 439 0965

I could not agree with you more in everything you do in life.  Its funny but that is why I believe my wife and I hit it it off so well from the beginning and continue to this day.

I think consciously and subconsciously when I dated I always found myself being who the person I was dating wanted me to be and eventually the infatuation wore off and we would drift apart.

Right before I turned 30 I realized that I was just going to live my life being happy with or without someone in it and everything seemed to change in that I just went on dates had fun to see if we were really meant to be as who we really are.

I met my wife who is always herself and have been happy ever since!

I know long story:)

Nov 05, 2008 02:30 AM #5
Rebecca Schrader
Competitive Insurance of Dundee - Dundee, FL


Haha, he "morphed" before your eyes...I can only imagine what you were thinking...unfortunately it's costing HIM not being himself...hopefully now with your advise, he'll reap the rewards of not being the "pushy salesman" everyone dreads.

Nov 05, 2008 02:32 AM #6
Shirley Parks
Sands Realty 210-414-0966 - San Antonio, TX
Broker, 210-414-0966, San Antonio TX Real Estate

Hi Todd, I agree with you.  And I love the picture of the little boy on your post.  Since I read your blog all the time and enjoy it, I decided to subscribe to it.  Don't know why I didn't do so before now.

Nov 05, 2008 02:39 AM #7
Brian Burke
Kenna Real Estate - Lone Tree, CO
Broker & Advising Expert-Denver Luxury Real Estate

Todd, I know exactly what you are talking about! Had a similar experience. Oh, if you had a camera to capture the expression on my face (I was trying to hide it). ~Rita

Nov 05, 2008 03:14 AM #8
Randy Prothero
eXp Realty - Mililani, HI
Hawaii REALTOR, (808) 384-5645

People do not want to be sold something.  They come to us for help.  You give a good piece of advice; be yourself.

Nov 05, 2008 06:29 AM #9
Lori Franks
Real Estate Consultant - Brookings, OR
Brookings, Oregon

Todd- That's my motto also. Otherwise you are a fake and a fraud. I used to catagorize used car salesmen with carnies. Don't want to be in that catagory!

Nov 05, 2008 07:09 AM #10
Patty Carroll
Vancouver, WA

Todd, great thing to share with him. How can they trust you if you are not being honest about who you are. Good job for getting him back on the right track.

Nov 05, 2008 12:11 PM #11
Leslie Stewart
Oregon Licensed Broker with Berkshire Hathaway HomeServices Real Estate Professionals - Stayton, OR
Realtor, ABR, CRS, Oregon Licensed Broker

Great advice! I can be such a nut sometimes and I know a lot of people don't quite know how to take it, but I find buyers relax a sooner when I show more of my personality and not be the "salesperson"

Nov 05, 2008 05:02 PM #12
Liz Moras Migic
Chilliwack, BC
Chilliwack, British Columbia - Realtor

Good advice Todd - I used to have a manager who always said, Looking after the best interests of the client, care about their needs, otherwise they'll see the dollar signs in your eyes......!

Nov 07, 2008 03:10 PM #13
Sharon Harris
Keller Williams Keystone Realty - Hanover, PA

I worked with a guy who would knock you over if he could when it came to a client. He always seemed so desperate to me and I think to the buyers as well. Funny You made me think of him with this post. He was a total jerk!!!

Nov 08, 2008 02:27 AM #14
Lara O'Keefe
North Texas Home Finders - McKinney, TX

Todd, this is great advice.

Also, if you are not sincere, then potential clients see through it and think you are untrustworthy.


Nov 08, 2008 03:12 AM #15
Respect Realty LLC
Respect Realty LLC - Milwaukie, OR
Brokers - Oregon / SW Washington Real Estate

Tom - Maybe not an actor?

Angelia - This newbie certainly did!

Cindy - It was a shame he didn't have the confidence, but I am hoping I taught him he can be himself and get the business.

Sandy  - I can't imagine what this guy would do in three years if he met this person on the street.

George - My wife met me as an employer and I know I had to be honest with her, so she saw the real me at work and home. So far it has worked out...15 years. (LOL)

Nov 12, 2008 09:33 AM #16
Respect Realty LLC
Respect Realty LLC - Milwaukie, OR
Brokers - Oregon / SW Washington Real Estate

Rebecca - I think he did learn his lesson, since the very next person gave him their information and he was being himself and there was nothing wrong with him, he just had it in his mind what he thought people wanted.

Shirley - Thank you for subscribing to me and hopefully I won't disappoint. Every once in awhile I write that post that loses me 5-10 subscriptions, but hey it is only opinion.

Rita - I was glad there wasn't a camera either, because my jaw about hit the ground.

Randy - We are more consultants than sales people. These people know what they want, we are here to help, not really sell. As a listing agent, it is a little different, we are selling the home, but as a buyer's agent...Sell yourself!

Lori - Come on carnies have the best corndogs around!

Nov 12, 2008 12:45 PM #17
Lisa Long
Heather Roda Broker - Paso Robles, CA

That was some sound advice. Some people don't even know they are changing. Your a good friend to tell him so.

Nov 13, 2008 12:08 AM #18
Respect Realty LLC
Respect Realty LLC - Milwaukie, OR
Brokers - Oregon / SW Washington Real Estate

Patty - Good point, never thought about it that way. If you can't be honest about yourself, I bet you aren't being honest about the home either.

Leslie - You are like me, I crack a lot of jokes, but it gets people to relax when they are having fun and not being sold.

Liz - I think you can now buy those dollar sign contacts if you really want, saves time and takes the work out of looking pushy. (LOL)

Sharon - I'm guessing he is no longer in the business either. People don't like and can spot a fake from a mile away. They get lucky sometimes, but in the end they all get found out.

Lara - Sometimes all a client needs is a hug and I have done that many times.

Nov 14, 2008 12:55 PM #19
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