When we first met CINC client Nick Waldner a few years ago, he was hosting the reality TV show "Waterfront Housing Hunting" on A&E's FYI and was doing around 40 transactions a year.
Since then, Nick has built and grown what is now the #1 Keller Williams team in the Maryland/DC area.
Check out his recent conversation with us in the video below on what it takes to be a successful, dependable listing agent in this current market.
When you think of the most important quality of a listing agent, what do you think? Is it experience? Knowledge? Likeability? A good sales pitch? What is the thing that sets you apart from the next experienced agent at the reputable company down the road?
Now think of the top executives of the world or the top entrepreneurs. For example, take Steve Jobs, Mark Cuban, and Elon Musk. None of them necessarily started with the most knowledge or experience in their respective areas of business. However, what they share(d) is the number one thing that inspires trust, and arguably one of the most important hallmarks of a strong leader – Confidence.
When you go to a listing appointment, you are the leader. You’re the one the client is turning to. They want to trust you. As humans, we believe what we want to hear, so when someone (an agent) tells us (the client) that they have a vision and they have the confidence to make us believe that they can pull it off, we’re invested. Conversely, if you’re not projecting confidence, you’re likely not projecting trust, and people won’t move forward with you because they don’t 100% believe that you can get the job done.
Realistically, confidence wins out over talent and smarts time and time again. It’s why the most talented team doesn’t always win in the championship game. Somewhere along the way, they might lose their confidence, and allow the other, less dominant team the opportunity to score. Displaying confidence signifies that you’re a winner, and people love to think of themselves on the winning team. Keep this quote in mind:
Buying and selling a home can be extremely stressful. There’s a legal component; it’s a big investment; there’s information overload, and it’s emotionally taxing. People want to work with someone they can lean on to help them weather the emotional storm. That’s your job. You’re responsible for providing that security. But how?
To sum it all up, when you're going to a listing appointment, be confident in yourself, your marketing, and your understanding of their home and its value. That is what sets you apart from every other agent. Spend the extra time planning and understanding their market. Have enough practiced scripts in your pocket so that instead of being caught on your heels, you always have an answer at the ready. Those answers should be so practiced and so natural that sellers are practically running toward you because of your confidence.