First Impressions: What Not to Do

You know what they say: You never get a second chance to make a first impression. Real estate success relies heavily on relationships, but if you start off on the wrong foot with contacts, you’ll never convert them to clients. It might not seem fair, but you will be judged in your very first interaction with someone, so make it a good one.

Here’s what not to do when making a first impression.

Take your time showing up

Nothing says “I couldn't care less about you” than arriving late to an appointment. Sure, you’re busy and probably spend more time on the road than in your office, but you can’t afford to keep anyone waiting — especially a potential client. Real estate agents know that time is money, so don’t disrespect a lead by thinking it doesn't apply to them as well. Show up early and be ready to engage.

Dress like it’s the weekend

Looks count. When a contact lays eyes on you for the first time, you want them to immediately think, “What a pro,” so dress to impress. Whether you’re meeting formally in your office or casually at a coffee bar, wear neat and tidy clothes that are appropriate for the meeting and the audience. If you’re in doubt about what that means, dress “up” one level; it can’t hurt. While you’re at it, make sure you’re well groomed with brushed hair, parsley-free teeth and fresh breath.

Hard sell when you don’t even know their needs

If you tell a home buyer lead that you've got the “perfect” property for them as you move in for the first handshake, you’re already on thin ice. Contacts and leads want a genuine relationship with you and it won’t happen if you come across as having all the answers before you've asked them a single question. Use your first meeting to show them you’re a good listener and a responsive partner.

Use aggressive body language

There’s a razor-thin line between assertive and aggressive. Leaning in to show you’re listening is good; looking as though you’re about to devour the other person is not. Don’t give a bone-crushing handshake and keep your gestures small and close to your body. Don’t cross your arms as it can make you look closed off. Make eye contact and respect personal space. Stand up straight and smile: You will appear approachable and upbeat.

Employ offensive humor and blue language

When meeting someone for the first time, it’s understandable that nerves can sometimes make you blurt out things in an attempt to ease the tension. You don’t know this person or their sense of humor, but off-color jokes and vulgar language will offend every time. Worse, you’ll come off as juvenile and unprofessional. If you’re anxious, practice your small talk skills and talking points so that you’re calm and composed when you meet up.

Make the conversation about you, not them

Talking about how great you are and everything you've done right since the day you got your real estate license doesn't demonstrate that you’re interested in what your contact has to say. You've barely met and haven’t given them the chance to express the hopes and desires they want you to fulfill. Your relationship shouldn't start with you acting as if you have nothing to learn. Arm yourself with questions that engage the other person and puts them at ease with you so that they’ll leave your meeting feeling heard and valued.

Make a kneejerk reaction

A lead might ask you about a home type or a particular feature that makes your teeth gnash on the spot, but you've got to keep it together. Their question might just be out of curiosity — perhaps the home or feature is something they've always wondered about — but even if they pursue it, offer any information you can before referring them to someone more appropriate. You don’t know that person’s situation, but if you help them any way you can, they might be in a position to return the favor one day — say, in the form of a referral.

Give any hint of an –ism: race, gender, age, etc.

This is a huge no-no. There’s no place for it and it’s illegal.

Be a jerk online, too

With most people starting their home searches online, there’s a good chance they’re researching real estate agents there as well. Contacts and leads might have Googled you before they've even talked to you, so make sure your online presence makes a good first impression, too. Whatever you put out there on the Internet — whether that’s content on your own website or a comment you made on someone else’s site — people will find it. Google never forgets: Be careful of what you say, inside and outside the real estate industry.

Like it or not, you represent the entire real estate community. Nobody likes feeling judged, but a contact’s first impression of you might influence how they feel about all real estate agents — and they’ll tell their friends and family, too. How you look and how you behave in your first interaction with a lead can make all the difference between turning them into a client and just turning them off.