If You Don't Promote "You", Who Will?
I used to be very shy, and in many ways I still am. But when you are self-employed, shy goes out the window. Well at least if you want to put food on the table.
One of my mentors growing up in the business taught me, "If you don't promote yourself, who will?" And it always stuck with me. Now I'm not talking about the self promoting professional that basically just states over and over, "Look at me, I'm so great!" or "Use me, I'm the best!" I'm just talking about general promotion.
Like me, you may be shy. Maybe you are looking for a way out of this corner. The greatest turning point for me was when I studied hardcore about the rules and guidelines associated with my business. Before then, I suppose I had a reason to be shy; I didn't know anything! Studying gave me the confidence I needed to step out.
One man once said, "Knowledge isn't power. Action is power". I agree with that statement, since a head full of knowledge does nobody any good without action. Having said that, you need a basis to act on, and therefore knowledge can be the foundation.
So when we look at promoting oneself, it isn't your broker's job, the company owner's job, or even your assistant's job (per se). It is your job as a professional. Even the highest level of professionals have to promote themselves. It is just part of the job. Get used to it. But please, don't tell me how awesome you are ... just share something useful and let the people come to you.
Be a magnet, not a noose.
Do you want to Suck More in 2010?
Thanks Carla for this comment - it made me laugh and created this blog post ;)
Steve Kappre is a mortgage loan officer in New Jersey with Treasury Mortgage, a subsidiary of Aurora Financial Group. For more info check out:
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Contact Steve Kappre directly: 856-419-3561 | Subscribe to Steve's blog via e-mail
Treasury Mortgage - 550 Bridgeton Pike, Mantua, NJ 08051 - 1810 Springdale Road, Cherry Hill, NJ 08003
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I'm with you on the feeling of not being comfortable promoting myself until I knew what the heck I was talking about. I've always felt that knowledge is power...and action is power unleashed. Great post, Steve. -- Tanya in Montreal
Hi Steve,
I love your message "be a magnet not a noose!" We do have to promote ourselves but I agree.:it's not all about how great I am!!"
Tanya - Thanks!!
Dorie - RIght on. I get so turned off by :I'm so great" people.
As business owners it is up to us to generate our own buzz. You are right if we don't who will? it certainly isn't our competitors!
Steve....thanks for the great post....action is power.....that's the best phrase, in my opinion.....maybe knowledge is the energy drink you need to imbibe so your actions will be on track.
Steve, I think the reason we have a problem promoting ourselves is because we "do" get turned off by the "look at how great I am people" and we don't want to be perceived like that ourselves. But, as the title of your posts asks, Who else is going to do it? As an introvert myself, it took a great deal of pushing myself to try and get my name out there. And yes, I agree, it makes it easier when you have a good knowledge base to promote yourself from:)
Cindy - LOL certainly not.
Barbara - great analogy - I love it. Knowledge is the energy drink. Wait, does that mean we can get drunk on knowledge? We could run with this for days, haha.
Karen - Great add - thanks for the inpt!
Featured @ Club Chaos
C - Your the best! I have another lead in your area (I think). I'll e-mail you.
I love this "Be a magnet, not a noose"
It's hard sometimes to find the happy medium in this - so people don't think you are acting like you are full of yourself! You do a good job!
Paddy - Maybe I'll come up with a graphic for that!
Bridget - I agree 1,000% (about the difficulty, haha, not that I do a good job!). I hate the hard sell. But if I don't talk who hears me? That's why I love blogging. I read somewhere once about writing in the third person, and I try to do that as much as possible so that people don't read a bunch of "I's" and "Me's".
I salute you, Steve, for recognizing your shy qualities and finding a way to comfortably blow your own horn!
Irene - Thanks. After all my kids had to eat eventually.
Oooh Steve, great idea behind this post of yours. Being a shy type person when it comes to promoting my work I've learn from a good mentor who echoed the same words as yours did. It doesn't come naturally to promote myself to strangers but I'm still learning.
Steve, I'd never guess you were/are shy! This is awesome advice. I know knowledge is power and it gives you the ability to speak intelligently about a subject rather than fumbling your way through. I flagged you for a feature on this one because more people could use your advice right about now, including me... :)
Chanda panda
Great post you are sooo right. I plan on becoming way more magnetic...Thanks
Steve - But what do I do if I really am so great? Kidding. Nice post, and great points therein.
It is important to have the confidence to be able provide the information, get the customer to see value, and then ask for the business AND the referral! I'm working on it, but still have a long ways to go (it's the asking part I have trouble with)
Hi Steve -- Sometimes I have found that I assume someone knows something, but they don't. When the value add is explained, they are appreciative and say: I had no idea. Applied knowledge is power! Right on!
I find that I promote myself consistently. In casual conversation it's very simple to mention what you do and how you do it well. I pass cards out whenever possible and I use both social networking sites and in-person networking groups to generate new business as well. Every bit of promotion counts. Even something as simple as that tagline at the end of your outgoing message saying "I appreciate your referrals" or something along those lines can spread further than you might realize.
Steve - Nice to meet you today. "Action Is Power" Truer words couldn't be spoken... Nice Job!
Be a magnet, not a noose ... that's just terrific! Thank you for this post. It is full of useful food for thought.
Good post! I find it works best when I SHOW how great I am, not SAY how great I am. If I provide the right information, they'll realize it. :o)
I love it...Be a Magnet not a Noose...my girlfriend would often tell me " it is a poor dog that will not wag it's own tail " Toot your horn but not to loudly....I totally agree!
When I first read it, I thought it said, "Be a magnet, not a moose." I wondered why anyone would want to be a moose. Oh, NOOSE! Now I get it!
Hey - check out my blog, I referenced yours.
I really do not know how I would achieve it without the blogging platform. I am also shy at heart and am still learning to come out of my shell, especially at the first meet with clients who are oh so confident.
Dang. My head is going to explode. Debe said it's not about me, it's about them. You say I should promote myself. And, everyone that agreed with Debe is now here agreeing with you. HELP!
I don't have a problem promoting myself or my company since I am rather fond of both! Good points.
I love your pictures and you message here is right on target... we need to promote ourselves but I hate the I am the best better than the rest message... some peope break their arms patting themselves in the back... really love your pictures.... that face.... those feet in those big shoes! classic
Great post Steve. I love your quote. We should all know what we want and expect from our self promotion. We must be focused on our goals otherwise they will be unattainable. Here's a quote for you. Have a great day.
"You cannot depend on your eyes when your imagination is out of focus"...Mark Twain
Hi Steve~ There really is a fine line in doing this. If it is bragging, it won't go over real well! Some do it really well, and some make you want to gag, if you know what I mean.....
Steve,
I had this problem of promotion in the beginning. It is true that confidence comes with knowledge. Great post!
Steve -if it's to be it's up to me! I think knowledge, action and heart make a big difference. Loved this post!
For me it was never an issue of being shy, it was more about not wanting to be like that obnoxious guy or girl I've always tried to duck in the breakroom.
Self promotion for the sake of building up your ego is obnoxious.
Promoting your product, YOU as a real estate professional, is good business!
Sharing your knowledge seems to the best way of acquiring business and promoting. I get into a lot of conversations about real estate (all of us professionals do) but when you can add value thats when the promotion begins IMO.
Self promotion had always been my greatest weakness. I'm always working on it.
Great post. Self promotion is difficult for many of us. But you are right if we don't promote ourselves, no one will!
What is really for me comes down to is, are you a believable person, trustworthy and honest. If you are into helping connect other, it isn't about promotion as much as it is about building goodwill.
Steve - some very good points here I particularly liked your point "knowledge isn't power action is power". You can be the smartest person ib the world but if you do not use that knowledge and act on it it is of little use to you.
I'm reminded. We are not secret agents. Gottal let people know I'm here to help.
We all have to promote ourselves if we want to be seen. Either do it or pay someone to do it :)
I agree. Sometimes is feels odd to promote yourself, but it truly is beneficial to growing a healthy business.
Steve: Great post. It's so true. If we don't tell folks what we do, they'll never know.
the picture-different people see different things
steve needs a new pair of shoes?
he has big shoes to fill?
i need to close a transaction soon so i can buy some socks? (it must be cold in NJ this time of year)
regardless, it's time for some action.
In the words of a famous Rabbi:
" If I am not for myself, who will be? If I am for myself only, what am I? If not now, when?"
Steve...when I first started real estate I immediately knew the people that LOVED themselves...unfortunately...it was in the wrong way. They were the ones at meetings who would purposely leave their cell phones so everyone would KNOW just how busy they were ...or would leave their ear buds in and have conversations while they were talking to YOU for Pete's sake. Bleah bleah and BLEAH!
There were also those who I knew loved themselves...but in a humble way. They walked with confidence and weren't afraid to ask for business. Their experience and knowledge made them a walking advertisement for themselves.
Great post...
I love these comments everyone! I hope to come back later today for more "chatting"!
Steve: Great post. Thank you! I think all of us have difficulty with self-promotion. At least I do. The key is to consistently do it. Our customer wants to know what we're up to. Self-promotion is one way to do this. Thanks again!
Steve,
So true, if you don't think you are worth it, your client won't either. We should never have to tell people how smart we are, good we are, etc. If someone makes a statement to me that they are an honest person, I am immediately suspicious. Consumers should be able to ascertain our worth as a professional by observing our work ethic and how much we care about our client's best interests. Happy serving and selling in 2010!
kp
Steve,
I'm clueless about "shy"! There isn't a shy bone anywhere near my being! I do believe in self-promotion and I do it everywhere! My badge goes on every morning; my van has pix magets on it! i tell everyone I'm a REALTOR and would love to help them!
Steve,
It is so true. When I started in this business I was very introverted and shy. Self-Promotion was not even on my radar of something I had to do. But I realized like you, if not me then who and then the question how came up. I decided for me the best way was knowledge & education, it would allow me to become the goto expert. These two items can turn you into a very sticky magnet.
Thanks for a great post.
Great post! I agree with the quote "Knowledge isn't power. Action is power". But I also agree that one without the other is worthless.
yes, Real Estate is not for the shy. I love the Action is Power.....we can sit in room and have knowledge.
Steve, another great post and so true. we have to make a great impression everytime also. ex a great website, blogs, etc
So true. The average consumer looks at a Realtor and thinks that they are all the same. That is why it is so important to differentiate yourself from the crowd. But please do it nicely. No one likes to see ads pasted with your photo claiming that you are No. 1 in town (except for you and the newspaper/magazine collecting your ad fee).
My biggest obstacle starting out was the fear of alienating my friends or over-exposing the fact that I was in real estate to people I knew. I've learned that if you do not remind people, they will forget. Not that they don't care, but most people are only thinking of themselves when they put their head on the pillow at night. Taking action and keeping people informed in a professional manner will help promote you (aka "your business") and feed you confidence with action.
It depends a lot on how you promote yourself. Tell the truth, know your limits, and help people; don't be looking for people to help you. But it will work out.
Ohhh, great post! I got extremely busy this last year with some parent & grand-parent health issues and didn't hardly do any personal promoting. Family came first and the 4 years before ('05 '06' '07 '08) were such good years & I got so many referrals from past clients and friends that I thought it wouldn't make all that much of a difference.
Boy was I wrong! I talked to several past clients & acquaintances who either bought or sold in '09 who didn't use me and when asked, said that they hadn't heard from me in awhile and thought I was doing something else.
I've now learned the hard way this last year that if I don't keep my face and voice out there
Those past clients and acquaintances would have put over $50,000 in the bank if I had been more visible.
I've now taken the time to clean up my act and put consistently scheduled communications into my schedule for the year and it's already paying off.
I took several days off the last week of December & first week of January, asked some coleagues to take my calls and I focused for nearly a solid week on getting crystal clear about my goals, putting them on paper, scheduling call/voice/belly-to-belly/email/mailer etc time and getting the systems in place and people who support me behind me and it's already paying off!!
Did you have rotten 2009? Get over it! Take some real quality time to get focused and WRITE IT ALL DOWN!! This was so powerful for me! You might think that you can't afford the time to do that. I thought so too!
It really and truly has, though, given me a stiff kick in the pants and gotten my ball rolling!
YOU CAN DO IT, TOO!!!!
You are the MAN. Bull's eye post - don't know if I'm "shy" but I absolutely hate talking about myself and I'm not a blue bloater (or pink puffer for that matter) - but I'm wicked good at what I do so if you think of it in those terms, you're selling expertise and a service that happens to be packaged as your "self" so it's not so bad.
Great post and love the comments. Selling me is one of my number one goals.
Thanks
Hi Steve, I agree with the Action is Power, and Knowledge gives you the power to Act>>>> As J. Paul Getty said..."the Formula for sucess: Rise early, work hard, strike oil."
The old deodorant commercial, "never let them see you sweat" as a tag line is my marketing mantra. Branding your self with benefits for the clients is marketing without looking like you are marketing.
Great Post Steve, and thanks ....Yes,I too have had the "what will people think mentality" about self promotion. As self employed or business owners we must proactively get the job done by promoting our services to others. Like you said, if we don't, who will?
Hey, need to help those commercial property owners who are unable to refinance into more favorable terms? Call me... Folks, I decovered if you DON'T ask, you do not get:-) Asking is the ACTION required, and must take each and every day to build our businesses and brand. Great 2010 to ALL of you.
Steve:
Great post, and It is not all about ME and my accomplishment...It is how your experience can benefit them. All the best in 2010!
Love this Post Steve!
Growing up, I was always taught not to brag, be humble, actions speak louder than words. In business, I've always been great at promoting the interests of my clients in order to achieve the desired results, but I never proactively applied similar efforts to promoting myself. It's not how I was conditioned and I never really thought I had to, because new business always came through the door based on my efforts on behalf of clients, primarily from referrals. In addition, it's easy to become consumed with executing transactions for your clients. When the economy tanked and referral sources became overwhelmed with making sure their own business survived, I was forced to Wake Up, reassess and Take Action. Duh, Marketing 101 - IF PROSPECTIVE CLIENTS DON'T KNOW YOU EXIST, it simply doesn't matter what a tremendous value proposition you offer, how great a job you've done for your past clients, how many glowing testimonials you have, or the level of expertise you've developed. How Stupid I was! I'm still not a bragger, but I'm definitely into letting the world know I exist and am here to serve! And BTW, I am also in the midst of merging & purging disparate databases into one, so that I can Suck up more business in 2010. ;) Cheers! ~Mike
There is never anything wrong with selling yourself. Isn't this what ever great company does on a daily basis?
Steve, You are right. PROMOTE. PROMOTE. People will remember you for the good or the bad. Eventually everyone gets noticed by somebody. From the wallflower to the crazy dancer out on the floor. Your impression will leave people talking about you. Always leave a friendly, honest and sincere impression and just maybe those people will promote you for you.
I like your post. Its important to promote but do it in a way that you don't make a fool out of yourself.
This reminds me of two kids we gave nic names to back in school. One we nic named I'm and the other was Gunna. Gunna always had big plans, gunna do this and gunna that but he never did. I'm was always the best at everything, well according to him. I'm this and I am that. Unfortunately for him he never was and people noticed that. Be yourself and be real is my motto, Some will click with you and some will not that's just the way it is.
Hi Steve! You're right--but, like Dorie said, it's about promoting what I can do for YOU--not how "I'm all that and a bag of chips!!"
Have a wonderful Wednesday...
Steve - great post and congrats on the feature.
A hairstylist where I go has a little sign on her station "It ain't braggin' if you can do it!" and I always think about that when I am self-promoting.
I do know someone in the insurance/investments business that tries to sell me something at almost every opportunity, even a funeral. I am not going there. Be a magnet, not a noose - LOVE IT!
Knowledge is power and as part of the whole pie is how to apply it. Insightful post and motivating. thanks,
Thanks Steve for the great post today. I really enjoy reading your blogs, they are informative, well written and I love the photos you use. I'll be looking forward to the next one!
Patricia/Seacoast NH/ME
Your topic today struck a cord with me today as I am very shy, always have been even when very young, and do wrestle with promoting myself. I'm very comfortable with what I do and my training and expertise it's more of matter of getting out there and letting people know who you are and what you do.
very true , I think most realtors are starting to learn the cold hard truth that you have to promote yourself and many came in when it was just too easy and just waited for the phone to ring
Steve,
I am a shy person also. When starting my business. I didn't want to come off as a pushy person. I am very knowledgeable about what I do most people don't know it because I won't stand up and yell it. I have gotten past the shyness though. You have to put food on the table so you have to over come your fear. It was something I had to work on. I have come up with some great ideas to over come this fear. If you really think about why are we shy. Afraid of rejection!! Good post!!! Something to think about.
If you don't do some self promotion, people don't know why they should use you. One great way is testimonials. Let others toot your horn!
I just responded to 1000 Ways to Pick your Realtor: point number one being " If a Realtor starts out by showing you a picture of themself in any magazine, walk away. Most Realtors will pay top dollar "to have their names in the lights." They love to impress themselves and most importantly, other Realtors. They assume this type of advertising provides them instant credibility with you, the consumer. Ego advertising is for the ego, nothing more."
This is the most ridiculous statement I have ever heard. We are all about promoting ourselves, and don't feel bad about doing so. It's a numbers game and people like to work with successful people, and one of the best ways to let people (you don't know) find out how "successful" are doing is through self promotion, which includes personal photos!
Kathleen Barnato Prudential CA Realty
Serving the Southcoast of Santa Barbara county
Montecito, Hope Ranch, Santa Barbara, beachfront
Steve, Steve, Steve... when reading this, I thought this would be a good featured post, however, I am several days behind on my posts on AR. Luckily, some others have already recognized it. You are SO right that being shy does not help your business. You must get out of your shell and have some confidence. I too had this issue, and still do sometimes, but I'm always working on it. I love what I do, so that helps a LOT. Congrats on the feature and thanks for putting together a solid post.
Note to all shy people (including myself): Think Stuart Smalley: "I'm good enough, I'm smart enough and doggone it, people like me!"
Here's to wishing all of us a successful 2010!!!
Great message! I agree...we have to be out there. No one will do it for us!
Steve,
Freat food for thought, I am guilty of what Mark commented earlier. I changed companies in the middle of 08 and thought I could cruise for a while on referrals I was getting and spent much less on promotion AND paid for it dearly! Always need to keep in touch with past clients!
Steve,
I love the line about "Knowledge isn't power. Action is power!" Great stuff!
Steve - It was great to meet you yesterday at Rain Camp.
/what do you think an office should do for an agent that chooses to hang their license besides a nail?
John Fiorelli, REALTOR
Recruiting Director
Marketing Consultant
Century 21 Signature Realty
2800 Buford Rd. Ste 204
Richmond, VA 23235
Direct: 804-908-2046
Office: 804-330-4222
Fax: 804-330-4249
Email: john.fiorelli@century21.com
Web: www.fiorealtor.com
I certainly wouldn't choose to be a noose!! Nice post and congrats on the feature!
Try adding shy to being raised with admonitions like "Fools names and fools faces are always seen in public places," and "Never toot your own horn."
Self promotion was nothing short of a painful struggle... but somehow I managed to break through and was able to promote myself in real estate. Eventually I even got the courage to go to City Council meetings and speak up.
There's a trick to that, by the way. Sit in the front row so you're only talking to the people up front and don't see all the other folks staring at you!
Now I'm promoting myself as a copywriter and I'm glad I overcame that early up-bringing!
I think being uncomfortable self promoting is normal for a good portion of people. It's easier to let others do it despite how important it is.
Shy salespeople don't exist. Whether the go out of business, or they learn otherwise. I'm also in the "Learn Otherwise" category!
www.GarrigusRealEstate.com
Knowledge and action combined is truly powerful! I think it can be fairly said that, if you can't sell yourself, you might not be able to sell much else?
Great post. For me the more knowledge I gain the more confident I get in expressing myself and my business.
Self promotion is my great hurtle. I also realize it's one I must clear to be successful.
Amy I think you nailed it:
Self promotion for the sake of building up your ego is obnoxious.
Promoting your product, YOU as a real estate professional, is good business!
There is a fine line there.
Thanks.
Steve, there is a way to promote yourself thru confidence and knowledge instead of the normal Realtor/LO way of Me, Me, I, I. Good post.
Action does wonders for your business when it is concentrated and non confrontational.
Ty
Everyone - thank you for coming by and providing such amazingly useful insight. Half of these comments could roll into another blog or even a series of blogs. Thanks to these comments, there is more useful information here then many agents will get from working the streets for a year ;)
As the confidence in your skills rise along with your knowledge of the business, you can easily and confidently promote yourself so smoothly it won't feel like a promotion.
Bev - This is true.