Don’t Let Fear Hold You Back

Think about the most rewarding moments in your life. Chances are those accomplishments didn’t happen without a bit of nervousness or apprehension. Chances are you felt the fear and did it anyway and it was a sweeter victory for the leap of faith it took to realise that goal.

Why? Because magic happens outside of your comfort zone. And in real estate, fear takes many forms.

The trouble with succumbing to fear

Allowing your fears to hold you back is not only counterproductive, it robs you of reaching your full potential.

When you hold yourself back from reaching your potential, you allow regret to creep into your life.

And when regret enters your life, it has the potential to affect the level of your happiness. It’s a vicious cycle too. The regret leads to fear and the circle begins all over again.

The role of fear in real estate

In real estate, fear creeps in via a whole host of channels. There’s fear of failure, and fear of putting yourself out there.

But by far, the most debilitating incarnation of fear is not having the courage to have critical conversations.

And then regret creeps in when we realise we missed an opportunity because we didn’t have the courage to ask the right question or have the right discussion at the right time.

Critical conversations

Critical conversations aren’t easy and it’s a mistake to believe they come readily to even the most experienced agents.

But they are an essential part of this job, and having the courage to have them is a skill that makes you invaluable to your clients.

Uncomfortable critical conversations separate you from those who will tell people what they want to hear.

They are the differentiator that demonstrates your value as an agent who is acting in your client’s best interests, offering the information they need to make an informed decision about their property purchase or sale.

And they look a little like this…

Price re-alignment vendor conversations - “Ms Vendor, you are in the market but not on the market. Your current advertised price is making your neighbour’s home far more attractive.”

Price realignment buyer conversations - “Mr Buyer, you need to increase your offer on this property, or we may need to extend the search to find a home in your price range.”

Undecided vendor conversations - “Mr & Mrs On-the-Fence Seller, now is the time to come onto the market. All financial indicators point towards a drop later in the year with interest rates increasing.”

Cold seller conversations - “Mr Indifferent Seller, are you open to an off-market sale in the event I have a cash ready buyer?”

Each of these conversations creates an opportunity. For the client they provide the opportunity to say yes or no, with clear and concise information at their disposal.

For the agent, they are the opportunity to demonstrate your value, and potentially have a client take the next important step.

Critical conversations

Often the fear around critical conversations relates to how we will look and how we believe others will perceive us. We don’t want to be too pushy or too forthright.

But ask yourself, what will you lose by having an honest, critical conversation at the right time in the right way?

Conversely, what might you gain by being open, down to earth and frank with the people who have entrusted you to help them take the next step on their property journey?

Don’t allow ‘fear’ to influence your conversations. Ask for the business. Ask for the increased offer. Ask for the price adjustment.

Step beyond the comfort zone and don’t let opportunity pass you by.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

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