Coaching Corner: The art of authentic confidence
By Marilou Butcher Roth
Finding tools to increase our individual confidence can actually be easier than you might think. This week, I have included a worksheet that I hope you will take the time to experiment with.
Preparation for any event will undoubtedly add to our confidence. How often do you find that you just “wing it,†when the reality is that some preparation might dramatically affect the outcome. OK, you will notice that the attached sheet has four sections. The first one poses the question, “What do I need to have in place to feel as confident as I can in this situation?†You then start to make your list based upon this question.
Let's use a "listing consultation" as an example — think about what you do to prepare for a listing appointment. You will most probably run the comps — do you really look at the comps or just glance at them. How might you feel if you really understood the trends of this particular neighborhood? And what about the listing contract — do you know this contract well enough to explain it in terms your client will understand? What if this might be a short sale situation, what do you need to know to prepare for this?
Your list might be lengthy, and the key is when you look at your list of action steps and you imagine all of that done, do your feel your level of confidence go up? If you do, great — hit the list. If not, pose the question again to yourself.
You then go through the other three sections in the same fashion. When you work on the Client Confidence section, I want you to imagine you are the client looking at you and think about what you would want to have in place so that your client feels as confident as possible in your abilities. You may come up with the same answers or you might surprise yourself with what you want to add to your list once you put your consumer hat on.
The bottom two are around comfort — for some situations, they may not apply. If you are doing some type of appointment as in our example, you will want to think about what you might wear, when and what you eat, etc. This is a different type of list from the first two but you will quickly see how your confidence drops if these items are not addressed.
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
