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| A Quarterly Publication of the Raleigh Regional Association of REALTORS® |
October 2008 Issue
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About Us March Dates to Remember
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What’s in
your closet? Whether you’re facing an audience of 100 local business people or one potential client, don’t discount the importance of dressing for success.
How prospects perceive you and how you perceive yourself can mean the difference between making sales and needing a new line of work. Granted, real estate knowledge and customer service may be what really counts in closing a sale, but if you don’t convey a profession image, all the skills in the world probably won’t get you in the door to begin with. “Your personal image is your business card to the world,” notes Claire Roberts, a Raleigh image consultant. Local image and style professionals say that a good physical image shows you respect yourself and your clients. It tells prospects that you’re well-organized, detail-oriented, pulled together and professional. “In the split seconds before you even have a chance to make eye contact with clients, shake their hand or introduce yourself, they will have already made subliminal judgments about you,” says Suzanne Libfraind, owner of Wardrobe Consulting in Raleigh . “So, make sure your physical appearance communicates your professional skills and dress to impress.” “The first impression is always critical regarding your personal attire,” says Gracie Goins, a broker with Coldwell Banker Howard Perry and Walston. “Just as a home should be staged to say “welcome” to a buyer, an agent should always present himself or herself to a client as professional and confident.” The affects of dressing for success “You’re marketing yourself to give yourself a competitive edge and a positive impression,” Goins says. “Your clients appreciate the respect you show for them, their home and yourself.” “Think about it, when you see a person walking down the street with a green and pink Mohawk, what is your first thought?” DiSalvo asks. “When you see a man or woman dressed in a great suit walking the street with confidence, what are your thoughts then?” “Dressing for success will improve your confidence level and therefore should bring you more business as a REALTOR®,” says Roberts. She says well-groomed and well-dressed REALTORS® send a message that they take care of themselves and care that clients realize it. Clients, in turn, feel like those REALTORS® will work for them with that same care and attention to detail. “The right outfit puts bounce in your step to say ‘I’m the one to get the job done,’” says Goins. “Always make sure when you walk out the door in the morning, you look and feel your best,” DiSalvo notes. What should you wear? Wear clothes that look current rather than hopelessly out-of-date, fit properly, and are in good repair. Buy a wardrobe that’s flexible and will mix and match. Dress appropriately for your age and body type. Choose colors that complement your skin and hair tones. “You not only want to make sure that you stay current with trends, but that what you wear looks great on you and fits your body in a flattering way,” DiSalvo notes. Good accessories should show you’re someone who pays attention to every detail. For example, Roberts says attractive shoes and a stylish watch are important accessories for men. “Keep in mind that the whole look is important, from the shoes you’re wearing to the briefcase you’re carrying,” says DiSalvo. “It all delivers a message about your experience, your organization and your professionalism.” And don’t forget about good grooming. Roberts says women should have modern, sophisticated hair styles and must pay attention to their cosmetics. Men should keep in mind the ‘three-foot smell rule’ when applying cologne, says Libfraind. And DiSalvo recommends well-manicured nails for both women and men. When you have the right wardrobe in place, organize your closet by type of garment and then by color within each type, going from darkest to lightest so you can easily put together coordinated outfits. Prune your closet on a regular basis. (See To wear or not to wear.)
What
shouldn’t
you wear? Libfraind suggests women also avoid tight knits and sleeveless tops, which tend to look “tacky” unless the wearer has a perfect figure. Most image and style consultants advise against wearing jeans, warm-up or athletic clothing, or cocktail attire to meet with a client. “The old excuses that you were ‘just working out’ or came directly from a party and didn’t have time to change never seem believable and the joke will be on you,” says Libfraind. “It’s critical that your clients always feel you value them enough to take the time to dress appropriately before meeting with them.” “I don’t believe in ‘dressing down,’” says DiSalvo. “Sure there are more casual days than others, but you never know when a meeting is going to arise or when you come across a potential client. You can definitely be more casual and still exude a sophistication and style.” Even when working in the office, DiSalvo says you should dress appropriately to relay to co-workers and supervisors that image is important to you and how you do business. “Women don’t need to be in a designer dress and men in a three-piece suit, but you should always present yourself at the same level as your client without dropping below your professional standards,” DiSalvo says. Business casual Business casual for men, according to Libfraind, may include neatly pressed khakis worn with either a Polo-style or button-down shirt and laced oxfords or loafer-style shoes. She suggests males keep a navy or tweed sports jacket on a hanger in their office for lunch or dinner appointments and thick-soled, durable shoes or work boots in their car for tramping through wet, muddy property. For women, Libfraind says business casual may include casual dresses, full-length pants (not Capris) and skirts. Pair these items with sweater sets, blouses and jackets with modest shells underneath. In general, she adds, all REALTORS® should choose styles which are comfortable, crisp, professional and never flashy. “In order to be successful in business, you not only need good job skills and personality, but a convincing appearance to go with them,” Libfraind says. Real estate broker Goins adds one more aspect to her dress for success formula. “Taking pride in yourself and dressing for success is a daily choice,” she says. “Your dress is important, but wearing a warm smile can be your most important asset.” (Davis, editor of REALTOR® Review, is also a free-lance writer
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