Marketing YOURSELF over the competition

Marketing yourself as a real estate professional is a lot like selling yourself to a potential employer in a job interview. At some level, your prospective real estate clients have a lot of the same concerns: "Can I depend on this person? Are they qualified? Are they easy to work with? Motivated? Likeable? Will they follow through and produce results?"
You've undoubtedly heard that first impressions have the most impact on your chances of getting the client (or the job). Being articulate, knowledgeable, and well groomed are, perhaps, the more obvious qualities one must have to make a favorable first impression. That's only the tip of the iceberg, though. Other vital traits include genuine enthusiasm, a high energy level, confidence, attentiveness, a positive attitude, a warm personality, and a service orientation. Considering how much is at stake in the average real estate transaction, it's no wonder that expectations are high.
Winging it Just Doesn't Fly
Preparation is the key to projecting an image of professionalism and competence. Whether getting ready for a client interview or a job interview, one of the most effective ways to increase your confidence level and your credibility is to anticipate, know, and practice the answers to any and all questions that might be asked. Combine that preparation with a thorough knowledge of the local real estate market and the intricacies of buying and selling houses, and your client list can't help but grow. A limited amount of rehearsal is helpful, but keep in mind that sounding rehearsed can be one of the deadliest sales turnoffs of all time!
The Secret to Connecting with Prospects
After all is said and done, however, the final decision of a client (or prospective employer) often comes down to one thing: comfort level. Do you put them at ease, project a trustworthy image, and make them feel good about you? Volumes have been published about how to have that effect on people, but an excellent starting point is to be a great listener. If you can act as if your prospective client is one of the most important people in the world, at that moment, then chances are good they'll find you likeable. A thought-provoking saying that resonates with a lot of truth is: "If you want to be interesting, act interested."
These principles are easy to forget because we're all so caught up in our own egos and trying to convince everyone else that we're so important. While it may seem like a paradox, the secret to effectively selling ourselves to others often lies in being as selfless as possible, and focusing on the needs and interests of the other person.
Naturally, most clients want to know how much experience you have, what your credentials are, and maybe a little about your family and personal life. However, the one thing they really want to know about more than anything else is what you can do for them, what resources you have available to help them realize their goals, and how hard are you going to work to help them get what they want.