Confidence can't be bought, taught, or based on by some guru whose book, tape, video, website, or class you've bought. It must be earned, one step at a time. That's the bad news. The good news is that you can be in charge of every step in the process to be sure that you acquire the confidence you need as you need it.
Start by imagining yourself in a given role. For purposes of this post, we'll say you're seeing yourself as a successful salesman able to use your personal attributes to sell a house. To project the confident image you want, you've got to groom yourself and dress to match the role you're going to play; and it should reflect the “real” you as much as possible.
I've always identified with business people who wear a coat and a tie, so I dress this way too. I try to improve my apperance as much as possible by payintg attention to my grooming, and that of the car I'm going to use to drive prospects around in. That doesn't mean that I'm going to rush out and buy a Lexus; but it does mean that my client won't have to step over old beer cans, sheafs of scattered papers, and old MacDonald's cups or bags that French fries came in.
So much for the physical part of the program. What abou the mental part. If I'm going to sell a house, I need to not only know as much as possible about it and the neighborhood, but also be able to prove what I know and say. So, I should have researched all the factors that might influence a buyer to sign a contract, and to be able to document them. By doing this, I know that I can't be caught with an answer I've faked. The combination of being prepared physically and profesionally gives an enormous boost to my confidence, and to the confidence the other party has in me and what I say. You may note that i always try to do exactly the same thing when giving a seminar.
Last, but certainly not least, I want to be prepared to be successful.
Let's say that I've got the right house to sell, at the right price and with the right terms to make it attractive to my market. I've taken pains to present myself and my house in the best possible light at a time when there will be the least interference. I've asked my client to turn off his cell phone, and for any occupants to absent themselves from the premises. I'm mentally and emotionally ready.
But am I legally ready?
Do I know the proper documents that must be signed to open escrow, and have them in hand in sufficient quantities to make sure everyone who should get one will have an original signed copy? Are they all filled out with the exception of the buyer's name, the earnest money deposit to bind the contract? Have I left space to fill in any unusual requests, demands, or exceptions?
If so, I should be exuding confidence because I've covered all my bases. I can look and act professional without faking it. I can build confidence in my buyer that buying my house is the right choice for him. And I can complete all needed documentation on the spot to be sure he doesn't cool off while I am fumbling around with the paperwork.
