I’m going to share a quick piece of advice if you want to appear less salesy and start being more authentic with your clients. Yes, we’re in the business of sales, but ultimately, we’re all human beings and are all deserving of the same kindness. So just start with being human first. I was in real estate for about five years when one of my clients said to me, “Zanthia, you’re good at sales.” I was offended, thinking back to the encyclopedia salesman that used to come by my house growing up. I never wanted to come across as salesy because housing is a basic need of life.

“So when you show up, there’s two things you need to do. Tell your story. And make sure they know how you relate them how you understand their situation, and why you have the talents, the tools and the availability to meet whatever needs them and their family may have.”

​​​However, a huge difference between me and the Encyclopedia Britannica guy is that I always strive to be very relatable to my clients. It costs you nothing to be kind, understanding and empathetic. You could show up like Ryan Serhant, or some other big TV real estate star, but you won’t get far in the business without the power of a national television network behind you; so it’s best to just be human. Tell your story and share why you have the talents, the tools, and the availability to meet whatever needs your client and their family may have. Be authentic. Be the person who cares. I can pretty much guarantee you’ll be in the top running to get that listing if you show up relatable and confident to meet your client’s needs.

So quit trying to be perfect and just be yourself. When you show up, there’s two things you need to do. Tell your story. And make sure they know how you relate them how you understand their situation; why you have the talents, tools, and availability to meet whatever needs they may have.