When you are going through RE classes, if they were anything like mine, your mind is overflowing with facts and formulas. It is impossible to absorb all of the information and assimilate it at the time. True integration of the head knowledge comes after you pass your test and begin to practice your CMA's, preview your homes in the area, build your team of area professionals and referral partners, and become comfortable with the HUD statements, as well as the multitude of other important aspects of the profession.
Every client is different, and has their own needs, emotional, financial, physical and spiritual. However, your role as the professional Realtor should not change as you work with your clients despite what they are experiencing. When you first begin as a Realtor, you are not yet comfortable in your role as a professional Realtor. How can you possibly be as there is a tremendous learning curve. However, one of the biggest disservices you can do to yourself and your clients, is to lack confidence in really knowing your job. Being able to put together a stellar listing presentation and having the ability to do a CMA are very important. However, almost more important than that is to know your role. Know what you can and cannot do as a Realtor. Understand the advice you can and cannot give. Ask more experienced Realtors, watch how they interact with their clients yet use your own unique personality to build trust and rapport as you work with your clients.
If you do not understand what to do because of a unique Real Estate situation, then ask someone and do not try to solve it on your own. Understand what Due Diligence and Culpable Negligence are. When clients are second-guessing themselves or fighting with their spouse your confidence in your ability to do your job will help to manage your clients and keep them on track. If you lack confidence in your role as the professional, your clients will pick up on that making it much more challenging for you to keep clients on board and on track as you head towards closing.
Confidence in your abilities and knowledge of your role as a professional Realtor comes with experience. However, when you recognize an area where you lack confidence in your ability or you may not be sure what you can or cannot say in a situation, seek out the help of your broker, someone else with more experience. You will gain confidence from watching them and gleaning from their knowledge. Remember also, that you have the ability inside of you to make good decisions. One of those good decisions you can make is to choose to ask for help when you are in need of it.
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