Projecting Confidence to Close More Deals

Projecting Confidence

You may be the most capable real estate professional in your area. Perhaps you know the local market inside out. Or maybe you’re a master negotiator with a penchant for matching the perfect home with the perfect buyers. However, if you don’t actually convey strength and competence when you make that initial impression, you may end up losing business to someone who does—even if you’re the better person for the job!

The good news is that powerful self-esteem is perfectly attainable. The following tips may help you gain more business, close more deals, and lead a happier, more confident life. 

  • Strong Body Language: Back in 2012, Dr. Amy Cuddy made waves with her TED talk exploring the link between body language and self-confidence. Her research revealed the relationship between body language and the chemical reactions in our brains that produce self-esteem.

    When we carry ourselves in a confident manner (what Dr. Cuddy refers to as “power posing”), our bodies release hormones that create a sense of empowerment. In other words, we can become more confident by acting more confident. Instead of “faking it until you make it,” Dr. Cuddy advises us to “fake it until you become it.”

  • Positive Self-Talk: Remember Stuart Smalley, the mid-90s Saturday Night Live character famous for his daily affirmations? Stuart took it a bit too far, but research backs up the efficacy of positive self-talk.

    Changing the way you think and speak about yourself can help make lasting physical changes to your neural networks. It may sound strange, but thinking is just another behavior—a physical phenomenon that arises from a series of chemical reactions between neurons. As Ralph Waldo Emerson said nearly two centuries ago, “A man is what he thinks about all day long.”

  • Do What You Fear: Psychological research has repeatedly revealed that the best means of overcoming a phobia of any kind is gradual, repeated exposure to the phobic stimuli. In other words, if you’re afraid of something, walk toward it—but do so in baby steps. Whether it’s public speaking or calling up past clients to ask for referrals, the more you do it, the easier it becomes.

Your chosen profession is one of the most challenging—and rewarding—professions in the world! Real estate agents have to be sensitive to their clients’ needs, yet aggressive enough to market themselves to their communities and negotiate on their clients’ behalf. When you approach the psychological aspect of real estate sales with the same tenacity you apply to every other facet of your business, you open yourself to a world of success.