The Importance of Having a Strong Real Estate Voice

Education & Training with The Lones Group, Inc.

The Lones Group, Inc.

The Importance of Having a Strong Real Estate Voice

One of the biggest challenges real estate agents face is confidence. Just about every agent I know suffers from lack of confidence from time to time. Agents who are new face challenges with confidence because they are concerned about their knowledge and expertise. Agents who are trying to tap into a new market or niche may also feel they are in over their heads. Even agents who have had success, but had a bad transaction or weren’t successful in a listing presentation may suffer from a temporary loss of confidence.

What is the very best way to increase your confidence? Knowledge, experience, and the coupling that with a strong voice.

Take a moment and think about something you are very comfortable doing or a special skill that you have unrelated to real estate. Are you a good cook, artist, parent, or are great with animals? Think about something that people come to you for advice on because you are exceptional at it. Now imagine you are giving someone advice on that topic or talking through how you do something.

For example, my dad was a chef and I learned to be very comfortable in the kitchen from him. In fact, making Greek salad, souvlaki and tzatziki, and baklava for 100 people doesn’t phase me a bit. I don’t follow a recipe anymore - I cook with instinct. I could easily teach people how to make probably 50 dishes without having to glance at my recipes. That is because I have that knowledge, experience, and therefore, confidence in my abilities. I can have a strong voice when it comes cooking, especially Greek cooking.

However, if someone asked me to speak on the internal workings of the Tesla, that would put me out of my comfort zone. I wouldn’t have the confidence to talk about that because I am not a mechanic nor an electrician. My voice would not be strong because it is not a confident voice.

My goal for each and every one of you would be to gain enough confidence in your real estate trade so you could easily rattle off where your local market has been in terms of inventory, supply vs demand, days on market, and sale prices - and why. How does your local economy play into what is happening with housing? Are there new construction projects on the horizon? Are there new companies coming in and new employees needed (which will put more demand on housing)? Is your city annexing land in growth areas? What does that mean for homeowners?

Here is a hint - you probably know more than you think. Can you answer these questions?

  • How has COVID affected local businesses in your area?
  • How has COVID affected your local real estate market?
  • How was inventory in your area this past year?
  • Were there specific price points or types of inventory that were super-hot commodities? What sat on the market for longer?
  • What is one local issue pertaining to real estate that you are watching in 2021?
  • What is one piece of advice you have for buyers?
  • What is one piece of advice you have for sellers?

If you can answer these questions easily, then you have what it takes to have a strong real estate voice! You have been paying attention to the market, can guide buyers and sellers, and therefore, should have confidence in your knowledge.

Every agent who has a strong real estate voice should be putting it to good use by communicating your market conditions to your database. Don’t rely on your company messaging or the local news - your clients need to hear from you. That is how you build value, build strong professional relationships, and get referrals.

But what if you need a little help getting your strong real estate voice out there? That is where I come in. Each year, I provide my clients with a written article that includes a quick recap of the past year and some predictions for the upcoming year. As you can imagine, COVID played quite a role and we while won’t see the full ramifications of that for many months, there are clues about how the economy and the real estate market with fare.

This predictions article and my Denise Live: Looking Ahead to 2021 is now available in the Club Zebra PRO vault. I invite Club Zebra PRO members to use this article as a base for your strong real estate voice. Copy and paste into your template. Add local information. Edit out what you don’t want. No attribution required - you can take the credit.

Denise Live: Looking Ahead to 2021

2021 Predictions article to send to clients.

Not a Club Zebra PRO Member? Join now for $9.95!

Your clients need to hear from you, so please use your strong and confident real estate voice with your clients in the coming weeks!


By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

Comments (8)

Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH

Thanks for sharing Denise!

Every agent who has a strong real estate voice should be putting it to good use by communicating your market conditions to your database. Don’t rely on your company messaging or the local news - your clients need to hear from you. That is how you build value, build strong professional relationships, and get referrals.

Dec 23, 2020 03:48 AM
Denise Lones

Thank you Sham.

For those of you reading the blog - if you are struggling to explain the housing market or you just need a great source of facts based and historically sound explanation of how we got where we are and where we are going this 2021, I invite you to attend my State of the Market keynote at this year's Real Estate Success Summit. - Denise

Jan 12, 2021 05:09 PM
Erik Hiss
Keller Williams Capital Partners Realty - Worthington, OH
You can trust me for all your real estate needs!

When you are the local expert and advocate not only will you help promote real estate in a good and moral manner, but you'll pick up a few clients along the way.

Dec 23, 2020 05:03 AM
Denise Lones

Absolutely. Word travels fast of who the market expert is in a community. Good to hear from you Erik  - Denise

Jan 12, 2021 05:10 PM
Joe Jackson
Keller Williams Capital Partners Realty - Columbus, OH
Clintonville and Central Ohio Real Estate Expert

Wonderful insight! Thanks for sharing! 

Dec 23, 2020 05:13 AM
Denise Lones

You are welcome Joe. Good to see you here and sorry for not replying sooner. Our office takes a break at the end of every December and we've still a few spots where we are getting caught back up.

Jan 12, 2021 05:11 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Denise Lones ,

Glad to see this post featured! Keeping up with our local real estate and how it affects our buyers and sellers is crucial. Good set of questions that we should have the answers at the tip of our tongues if we are to remain top of mind in our market place.

Dec 23, 2020 06:09 AM
Denise Lones

Thank you Dorie.

I'll be helping agents and brokers answer questions just like that at my State of the Market presentation at our upcoming virtual conference this January and since it's going to be live and online, I'm hoping to see my friends from ActiveRain there too.

Jan 12, 2021 05:14 PM
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

How can we be a local resource if we don't know what the heck is going on?  The set of questions is a great reminder to stay on top of things. 

Dec 23, 2020 06:27 AM
Denise Lones

Thanks for asking Debb! See my reply to Sham (#1) at the top here. I've been tracking housing markets locally, regionally, nationally for decades now. - Denise

Jan 12, 2021 05:15 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

It can take a while to develop but once you develop it,it can be really good!

Dec 23, 2020 09:33 PM
Paula McDonald, Ph.D.
Beam & Branch Realty - Granbury, TX
Granbury, TX 936-203-0279

Agreed! A strong voice is a great thing to develop throughout life. Merry Christmas!

Dec 24, 2020 10:58 AM
Denise Lones

Paula - A late Merry Christmas to you too. I hope this new year has been good to you so far and only gets better! - Denise

Jan 12, 2021 05:16 PM
Raymond Henson, eXp Realty
eXp Realty of California, Inc. (lic. #01878277) - Elk Grove, CA

I always get a little nervous when I head out to meet a client.  It goes away quickly as they start asking questions.  It is rare that a question is asked that is a surprise.  Thank you for your thoughts.

Dec 27, 2020 05:33 AM
Denise Lones

I think for a lot of agents, no matter their experience, they're always nervous there will be some curveball question thrown at them, but having facts to fall back on makes a huge difference doesn't it? Great to meet you here Raymond - Denise

Jan 12, 2021 05:18 PM

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