It Comes Down to Confidence
Picture this scenario…two agents are in the same office, working in the same market, using the same tools and accessing the same training, with the same level of experience.
One’s smashing it. The listings are coming in thick and fast. The sales are happening. It’s all flowing nicely with a sense of momentum.
The other one’s stuck. Despite the effort they’re putting in, nothing seems to be working. They’re constantly second-guessing themselves, and the frustration is mounting.
They’re grinding away, quietly feeling envious of those who seem to be having it so much easier, and maybe they’re also making excuses for why those other agents are able to achieve more.
It's not about activity
This phenomenon of one agent who’s struggling versus another who’s sailing through, despite the same conditions, is something we see all the time.
And it’s tempting to assume the difference is activity. The more successful agent must simply make more calls, have more hustle, and also have more time.
But that’s not always it. More often than not, the real gap is actually something more intrinsic…
It’s confidence (and the connection that flows from that self-belief). It’s the energy the successful agent radiates.
Showing up differently
The agents who are getting stuff done aren’t just doing more. They’re showing up differently:
They don’t hope the call goes well. They own it. They expect it.
Like this…
"Hi Jess, quick one - I’ve just come from a property around the corner from you that sold yesterday. Can I quickly share the result and ask one question?"
(Confident. Clear. In control. No ums or ahs. No beating about the bush. Just straight talk like they talk to their friends.)
They don’t talk at people. They connect with them.
Like this…
"How are you feeling about the current market? Honestly, I’d love your take."
(Invites real dialogue - genuine interest and care - not just a pitch.)
They don’t chase validation. They bring value.
Like this…
"There are three strategies we can use here. I’ll explain each, but I’ll also recommend what I’d do and have seen others do in the same situation."
(You’re not asking permission. You’re leading with validation.)
Confidence changes the energy
The reality is, confidence changes your energy. It makes you bolder in your recommendations, sharper in your questions, and stronger in your presence.
But YOU have to BELIEVE it and MEAN it. And here’s where the challenge lies, particularly if you’re feeling that things aren’t going your way.
Instead of focusing on what’s not working, you need to change the narrative. You need to direct your attention to the successes you’ve had and keep in mind the things you do well.
You need to validate your experience and your right to feel confident in your professionalism, insight and expertise.
You can't just make it up and fake that self-belief. People see right through that. And that’s what clients respond to.
So if you’re feeling behind today, don’t just copy someone else’s call count. Build your own conviction. Dig deep, know your worth, change your self-talk, and find your confidence.
Because people don’t follow scripts, they follow certainty. And in this market, the educated and informed client rewards the agent who leads with confidence.
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.’
For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.
