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YES!
(…And no).
First impressions are BIG.
But so is your knowledge and ability to do the job.
I’ll give you my backstory…
When I started in real estate, I was 18 (and looked 16), I had multiple other jobs that had me dressing in khakis and a golf tee, and I drove a truck with no muffler or air conditioning.
It took me a few years to finally start making consistent sales, have clients refer me to their friends and family, and see the return of my invested time and money into the career.
If people got their first impression of me at one of my other jobs, they probably weren’t going to think of me for real estate, but instead as their “industrial supplies sales guy” or their “bartender at the golf course”. NOT as their “realtor”.
One of my best clients ever (a landlord and flipper that’s still a friend to this day), and I bonded over our beater cars as we bragged about who paid less at the first appointment we met on.
My mentor, Tim, challenged me after I tried doing multiple jobs, university, as well as real estate, for a year and said I needed to either “get both feet in or get out”. He was right. I only made 2 sales that first year.
But I did build long-term relationships with my co-workers during that year, and some of them eventually used me as their agent.
I showed up to a multi-million dollar listing appointment driving an F-150. After hearing valuations and pitches from multiple agents, the seller called me and said that we were the highest commission rate and lowest opinion of value… but he felt I was the most honest and realistic. We had also bonded about our appreciation of the utility and features of our Ford pickup trucks after he watched me pull up to his driveway.
I had an appointment where my dog, Whiskey, poked his head out the window of my truck, and the gentleman I was showing the home to had grown up hunting with Viszla’s. We became friends and still go hunting together to this day.
The truth is, it doesn’t necessarily matter what you wear or what you drive – it matters what you know, your ability to articulate it, give solid advice, and how well you’re able to establish common ground with people.
The question is: will you get the opportunity to share your knowledge if you don’t make a good first impression?
Chris Leader had the best advice I’ve ever heard in response to the question, “Does it matter what I wear or drive?”
Chris said, “Dress one step above”. In other words, know who your client is and dress within reasonable relativity. If your client will likely be wearing jeans and a T-shirt, consider wearing something with a collar and nice pants. (Guys, tuck your shirt in; a sports jacket never hurts!)
If you pull up to a $3M listing presentation in a 20-year-old Jalopy, it might not go well at the start. But similarly, if you show up in a new Mercedes you can’t afford and are unable to articulate your financial prowess, that could be just as damning.
So to answer the question, “Does it matter what I wear or drive?”.
It can only help to present yourself professionally and situationally appropriate.
Now you’ll have to use your best judgment to define situationally appropriate. But showing up on time (10 minutes early) is a good starting point. Dressing modestly, with a clean (no wrinkles), professional appearance with nice-smelling breath is another helpful baseline for every appointment. Don’t drench yourself in cologne or perfume, show up smelling like smoke/alcohol or with messy hair/dirty clothes.
There is no doubt about it, you’ll get more immediate trust if you show up looking professional.
That initial trust will be built on when you’re able to show and articulate your market knowledge in a practical way.
First impressions do matter, so always keep that in mind because you may not get the opportunity for a second. However, don’t use that as a rationale to buy clothes on credit and finance a car you can’t afford.
Cody Kraus
Broker | Owner
c: 519.322.7105
e: cody.kraus@century21.ca
