As you seek to develop referral relationships with other professionals, your appearance and the manner in which you conduct yourself is extremely important during that first interview. Your first impression must give potential referral partners the sense that you are reliable and ready to do business.

But don’t take this image thing so far that it backfires on you. When I first started working in the mortgage business, I was with a company that was owned by a relatively young gentleman. At the age of 25, this man had already established himself locally as a very successful businessman. He went out and bought a brand new, fire-engine red Ferrari, but he brought a lot of negative attention to himself cruising around town in this magnificent sports car. People began referring to him as “that cocky owner” of the mortgage company. They were jealous of how rich and successful he was.

Be very cognizant of the fact that you can put yourself in a situation where real estate agents, accounts, financial planners, and even clients will resent you if you appear to be too successful. It's important to portray a successful image in certain situations, but it’s also important to do that with good taste.

You wouldn’t want to wear a Cartier watch and an Armani suit to an appointment with a first-time home buyer who only makes $30,000 per year. If you intimidate potential clients or give the impression that you are “too important” to provide the service they are looking for, you could miss out on all the potential referrals they might have sent your way if they felt more comfortable around you.

Truth be told, your image is represented by much more than the way you dress, or the look of your marketing collateral. While your business card, personal brochure, flyers and advertising all play a part of building your image, you must also understand the basics of your trade.

You must be able to know how to read tax returns, converse about current market trends, and give potential referral partners the security of knowing you can handle the tough deals. The more financial understanding you have, the more confidence you will exude when you walk into the office of a real estate agent or accountant. You must portray yourself as an expert in your field and draw these people into your sphere of influence… Teach and become magnetic.

Take a look in the mirror before going out on an appointment with a potential referral source or a prospective client, and ask yourself, “Would I want to work with this person?”

If the answer is “No,” then ask yourself another very important question: “Why not?”

Determine what is it that you are not doing to make yourself more magnetic, and correct it. Build your confidence and work hard to make sure you are putting yourself in a position where people perceive you with trust, admiration, and respect.



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