Years ago in real estate I can remember the phrase "Dress for Success" was a major component of sales presentations. There was not a seminar you would attend that did not stress the fact. A trip into the office confirmed that there was a "Dress code" that complimented the professional image of the company you were associated with. This was not limited to just one company, but in several companies that I was associated with. The first reason was that we represented our clients in the biggest possible transaction of their lives. Their home or purchase represented their dreams, a fulfillment of their goals, the sweat of many hours working overtime and saving to achieve those goals. Dressing up, made clients feel at ease that someone competent was assisting them. Those were the times that a real estate agent actually qualified the buyer financially before giving them to a loan officer. Buyers and sellers listened to our advice, and out opinions were respected.
In the early 2000's professionalism waned when catering to the more casual "Dot com and Tel.Com" crowds. Dress and appearance gave way to a more casual attitude with this easy money crowd. This casual crowd were not bankers, or corporate biggies that climbed up the ladder. The tech crowd was a group of buyers and sellers that took the elevator to the top floor. These were not blue collar workers that clocked double shifts to get overtime pay to buy a home. They started off with 6 figures when they graduated college and we offered major stock options. This was a crowd that made big money very quickly and wanted to use credit to purchase their homes and use excess cash to keep their investments making money and funding their 401Ks or SEP IRAs. Casual ruled the day, and everyone made money. The experienced and professional real estate agent was now a dinosaur and a hairdresser, golf pro or personal trainer took the place as the real estate agent...and no one batted an eye.
Now we are in a different time in real estate. Monehy matters again, nad easy credit does not pull the wieght. For the consumer we have gone full circle in our importance. Knowledge and experience are the only way out of the mess we are in. Buyers and sellers both need assurances, they need something more than a dressed up manaquin assure them you have the skill set and solid experience they need to assist them. Dressing professional may also give you an edge in negotiations. Appearances and perception is everything.
Do you think it is time we revisit "Dressing for Success?"
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It is kind of ironic the last few years as the real estate agents dress became more casual there "service" was less professional! Order takers pushing for commissions instead of earning a commission after looking out for their clients best interests...
Poorly dressed agents is the first tool I use in screening who NOT to do business with!
I try and dress professional unless I know I will be going into one forclosure after another. Some of those homes are just too frightening for words.
Otherwise I think the whole country has gone too casual at work. That is in both dress and attitude.
Phil - Thanks Phil. Welcome back! I remember a time in real estate when the only resaon we did not dress up was if we were showing lots of visiting new construction.
I so agree .. If you walked into you Dr office local Bank and they were there in jeans and a Tshirt how confident would you be ..
I dress each morning as if I have a million dollar appointmet
I believe you need to put your costume on everyday for the part you are going to play! Absolutely it is very important!
Kim Curran (RE/MAX Unlimited of Northern Virginia) I feel you are right. Sometimes I equate casual with a person that does not take things as seriously as they should.
Eric Reid (Renaissance Realty Group Servicing Gwinnett County ) Eric you are very smart. I personally need to get back into that mode. Back to basics will include wardrobe and appearance.
Nannette Hilliard CDPE, ABR (Re/Max Preferred Green County Real Estate) You are right. We must dress the part.
In another decade we had a dress code as women - NO Jeans!, NO Bare Arm Pits! NO! Bare legs!, NO! Shorts! The Biggest MUST HAVE! ... A BRA! NO Bra ... NO Floor Time!
I do indeed Jim. Down here in Phoenix even the term "casual attire" does not accurately describe some of the attire I see agents wear. While with clients! How about shorts and flip flops? No kidding. I mean I know it's hot down here, and I gave up the tie a while back, but my business partner still dress in slacks and dress shirts and nice shoes. Great post and best of luck to you.
Yes, we can help our clients easier believe in us and trust our expertise by dressing more professionally. However, knowledge, systematic approach to business, ability to understand people's needs will show themselves no matter if agent is uptight or wears good jeans.
Good post! Interesting observation.
Lisa - other than bare legs (in summer only) I think the rest still applies :0) How would you feel if a guy showed up in bare arms? What is it called? A 'wife beater' shirt? No way - YUCK. The same applies to women as it is still seen as very unprofessional to be in sleeveless shirts in business.
I'm sorry it is too dang hot here for a suit and tie. But I do wear a company shirt and slacks. I do thing we and the company as one said have gone too casual.
I'm with you, Jim! I think perhaps we're old fashioned though--I was showing houses yesterday and an agent and his client (both mid-30's) were waiting to view a home that my clients and I were leaving. The agent was dressed in raggedy blue jeans and a Banana Republic t-shirt--his buyer was actually dressed better than he was! I took a double-take and when we got in the car, the woman said, "Is it casual Friday ALREADY?!" (This was on Tuesday)! Regardless of the day of the week, to me, that was totally unprofessional.
As for the sleeveless comment--in the summer I do take my jacket but, it lasts about 5 minutes and it's OFF! Most of my dresses are sleeveless but, they're still conservative, professional looking--even with no sleeves. I don't believe that any client would compare sleeveless dresses on women to wifebeater t-shirts on men.
I remember being told to dress for the job you want which is not always the job you currently have! I think somewhere along the way, people dropped the "business" out of "business casual" and we need to put it back again!
Lisa Wetzel CDPE carsonvalleyland.com (RE/MAX Realty Affiliates) I have been in more than once office where the policy was 'No Shorts or Jeans" in the office.
Jerry Murphy (Windermere Real Estate) Atlanta is also called "Hotlanta!" Dress slacks and shirt works in hot times. Seer sucker suits used to be the thing to wear in the south...but not these days.
Svetlana Stolyarova,Local-n-Global Realty, Broker (Local-n-Global Realty) Being a causual dresser myself, I also acknowledge we can always reevaluate the way we conduct our business.
Susan Emo RE/MAX ( Riverview Realty Ltd - Brokerage - 1000 Islands Canada) Susan than you for your thoughts and insights. I must say I agree.
Charles Stallions Real Estate 800-309-3414 Pensacola, Fl. The company shirt thing is a good idea.
Jim,
I dress for success. My parents taught me to do that from onset. We need to show customers that we are respectable...
I live in Florida and lots...look like the dress for sex...I hate that...
I had an appointment 2 years ago at 11 am where the agent showed up in her Victoria Secrets pj's...her excuse was...she had a late nite.
My first appointment is a business suit, my second the same...you are who you appear to be....
I have always taught my children that first impressions are SO important.
Debe Maxwell, Realtor® Let's Talk CHARLOTTE! (Helen Adams Realty) Debe, I keep reevaluating what works and doesn't work. This business is contracting, and all of life is a circle. The only thing that is a constant is that people seek me out for my advice and experience. If I cannot present my thoughts and have the appearance that matches it...I am lost. Sometimes there is a confidence in appearance. Would I feel comfortable speaking to an attorney at $300 an hour if he was in sweaty tennis shorts and tennis shirt? What a about a surgeon...would they insist at meeting me at Starbucks in shorts (because they really are too broke to have a real office?)
Michelle Yackel, ASP, IAHSP (Divine Redesigns) Michelle, I remember when we had "Casual Fridays" in Atlanta. It is now casual 365 days a year. It is not good. Most real estate office look like a bunch of losers that are broke. Wal-Mart rules, soup lines to the right.
Jim sometime back I posted on this issue. I found many of our peers want the causal look. I still where my suits and will always. It is who I am.
Karen Monsour,REALTOR® Broward,Palm Beach,Miami/Dade! 954-464-4194 anytime! (Coldwell Banker Fort Lauderdale Beach) Smart advice for anyone about first impressions. I could not help but laugh about the PJ thing...rememberwhen your mom would tell you, "Get dress, comb your hair...you look like you just rolled out of bed!" LOL! A sign of our times.
Frank Rubi Kenner/Metairie LA Real Estate (E. Frank Rubi Real Estate) Frank that is just smart business. Years ago that is all I wore. I still have about 30 suits, and the good news is I can now fit into all of them. I just lost about 35 pounds. LOL! My wife was begging me for years to give them away, and I said "No....I have to loss the weight."
No doubt, overall we have become too casual. Inside of many professions, some mentioned by other comments, do in fact dress down. Underneath that Doctors medical lab coat is ofter a pair of jeans and or t-shirt. Teachers, preachers etc, are all sporting the dress down look. I totally love it, but know better than to do it. News casters no matter the network....the camera pans down and only the top is a suit....bottom, jeans. I suppose as a standard protocol, we need to dress up. In every situation, use some wisdom and common sense as one size does not fit all. A realtor in West Texas that is showing ranches is probably expected to pull up in his tandum dually, rifle in the back window and wearing western cut jeans, boots and cowboy hat. A realtor in the Woodlands (north Houston) would be much more advised to pull up in his Beemer, PDA and ear pod.
First item to put on in the morning....your brain. After that, use it to decide what works best in your area to make your image appear to be the proffessional that you tell your clients that you are.
Jim,
You have to look professional to keep customers. That pj situation was a customer who was an undercover agent...I was so embarrassed...he wanted to make an offer on that home...she wouldn't accept it...I don't even want to go there with her repulsive ethics.
My office is mandated to "Dress for success"...it is a given. We are professionals period, end of story.
Nice post. Gotta go...ranting on mine.
Jim, I'm from the old school. I think what you wear reflects your professionalism. I think it is time to revisit it. Thanks.
Edward Bachman your Kingwood TX Realtor (EXIT REALTY SOLUTIONS) I thank you for a great response. It is too bad many in our industry are dressing as if they were at the beach, just finished 18 holes of golf or just mowed the lawn. Maybe I should have writtne this as 'Beyond Casual.'
Karen Monsour,REALTOR® Broward,Palm Beach,Miami/Dade! 954-464-4194 anytime! (Coldwell Banker Fort Lauderdale Beach) You did not rant. I think your points are all well taken.
Michael Setunsky (Michael's Commercial LLC) I tink you are right. It is always good to revisit and review how we work.
Jim, I agree that many have become too casual. I'll wear jeans if I'm showing 40 acres of sagebrush and don't want my slacks snagged on a barbwire fence, but rarely in the office. I don't get the casual Friday concept - it seems like everybody's minds go casual when they dress that way. The customer has the right to be casual, but the agent is working, not playing (although it is usually fun) and should dress the part. Ties aren't needed here as they are in the city environment, but certainly slacks and collared shirts are. If agents want to be treated and paid like a professional they should begin by dressing the part.
"Appearances and perception is everything".
Well said.
I wear a shirt and tie in Phoenix when it is 110 degrees. I do it because I take my job seriously and I want my clients to take me seriously.
I have never understood dressing down for business.
I run hot and cold on this subject. I've seen agents who dress in the same suit and tie day in and day out. I personally tore so many slacks, I began to modify my dress depending on the property type. I still do this and my clients understand!
It has gotten so bad that sometimes I feel silly if I wear what I consider to be professional attire. I worked for a (formerly) big-eight accounting firm after college and we had very strict rules.
I have had to start 'dumbing down' my personal dress code (but not too much) because if I show up in a suit or dress to show properties, my clients feel badly (they are inevitably in jeans) and apologize...and I don't want them to feel uncomfortable.
It sure was easier when we all had professional 'uniforms.'
Jim Valentine (RE/MAX Realty Affiliates) Thanks for sharing you reminded me of the old saying..."Dumbed down." You may be right that we got too casual in the business and have lost a lot of our credibility.
Mark MacKenzie Real Estate Planning Thanks. I can remember showing one summer in Atlanta when it was over 105 degree for the entire week. I worked two buyer that week. One walked and the other closed. You gotta do what you gotta do! Shirt, tie and dress slacks.
Paul Henderson, Realtor ® Lacey & Dupont Washington homes (RE/MAX Professionals & Four Seasons Inc.) I thikn sometimes we have to play it by ear...but not every deal is suited causal.
Holly Kirby Weatherwax--Your Realtor® in Reston,VA (Momentum Realty,LLC) LOL! It is a dilemma for all. Sometimes we must listen to our hearts. On a listing appointment, I now dress up for sure. No more casual.
Jim, I meant I was over on my blog ranting about this absurd Cap and Trade crap...LOL
Karen Monsour,REALTOR® Broward,Palm Beach,Miami/Dade! 954-464-4194 anytime! (Coldwell Banker Fort Lauderdale Beach) No problem...have a great 4th of July.
You 2!
My attire for the day is based a great deal on my schedule for the day. I work with a lot of first time home buyers who feel more comfortable when I'm dressed a bit more casual than if I was going on a listing appointment or to a closing. If I'm going into the office just to make phone calls or do paperwork, it's "dress down" day for me.
Donna Bigda Realtor® CDPE e-PRO Branford Connecticut Real Estate (RE/MAX Alliance) Overdressing is not good either. We do not want to intimidate potential clients. Finding the right balance is very important.
Jim:
I wore a suit 7 days a week until around 1998 when I got heavy into building. I ruin a suit, 7 days a week. But I do agree, a well dress professional deems power and respect.
Richard
Richard Stabile Bergen County New Homes Builder Realtor (REMAX real estate associates) I agree Richard. Have a Happy 4th of a July.
Jim - I think it's all about the clientele we might be working with for a given day. Sometimes we can over-dress and that makes people feel awkward.
Carol Culkin (Houlihan Lawrence Realty) You are right. Balance is very important.
I think there is somewhat a double standard for guys vs gals. A guy can still look fairly professional in Dockers and collared knit shirt, while a gal would appear almost too casual in the same outfit. The gal can throw on a casual blazer and it works better. (Heat isn't a big issue here)
On some Sundays I tour open houses just to look at inventory. Sometimes I'm amazed at how the agent is dressed for such an important opportunity for both the seller as well as to meet potentially new clients. I'm a believer in dressing up for closings, listing appointments and open houses. When showing homes the dress can be a little more casual depending on the homes/property and the outside elements. (wearing heels in 6" of snow or to walk a muddy new-build lot is just as stupid as is ties in 105-degree heat)
Common sense prevails, but I believe in dressing up as much for the occasion as I can. I do it out of respect for my client as it is a subtle clue that I think the client is important enough to me that I bothered to dress up just for them. If an agent looks like they just came from working in their yard, it can send a signal that the client is "interrupting" the agent's day.
Jim,
People in the business - real estate agents, mortgage pros etc. - did get a bit too casual during the bubble. If they want to succeed now the attitude has to change to be successful. Dress professionally is the way to go.
Elaine Reese, REALTOR® in central Ohio (Real Living HER, Worthington Ohio) Elaine, I love your response!
"Common sense prevails, but I believe in dressing up as much for the occasion as I can. I do it out of respect for my client as it is a subtle clue that I think the client is important enough to me that I bothered to dress up just for them. If an agent looks like they just came from working in their yard, it can send a signal that the client is "interrupting" the agent's day."
Esko Kiuru - Las Vegas NV Mortgage Consultant (Mortgage Consultant) I agree. During the bubble things were way casual.
Hello Jim, out this way I'm told Washington's own Bill Gates at Microsoft is the source for the more casual look at work. However, Kat and I believe that Business Casual does not mean jeans, shorts and other off-work attire. Like others here we do have days we're going to tromp around the back 40 showing acreage or, look at ratty fixers -- then we'll mirror appropriately (clothing wise) for the situation. Otherwise, quality clothing ensembles are what we're most often found in. Thanks! John
I would not call it putting on a costume. Being you, real and knowing showing a horse farm stable, walking over the back forty in a three piece suit is not a match for the buy/gal wanting the property is key. Overall, they see Jim with his neat, professional sports coat, ready to work colors and a smile...that's why works. If Jim was a tatoo artist, not the look you would be after to attract those wanting and sporting body art.
Alexander-Slocum REMAX Team - Vancouver WA Real Estate (RE/MAX equity group, inc. - Vancouver Washington) I agree. Balance is nneded. Jeans are out unless I am showing land or walking lots.
Andrew Mooers | Northern Maine Real Estate / Aroostook County Broker (MOOERS REALTY) LOL! No tattoos here...they'd clash with my body piercings! LOL! Just kidding. Sometimes it is bring better than one's self, but not in a false sense. I love causal, but sometimes it is not fitting for the occassion. It is just like sneakers looking out of place at a formal event.
Jim, being the boss means I have to be there when everyone else drops the ball. Consequently, I have gone to the office in my workout gear, my blue jeans and other, less flattering outfits. I can tell you with certainty that accidentally meeting new clients in less desirable outfits does not convey the right message and cost me money.
Except for those unfortunate emergency situations, I always dress up for the office. To do any less is way too expensive...
This fine blog is now featured on the Optimist Group. Thank you Jim!
Mirela Monte, Your Myrtle Beach Real Estate Connection Out mothers instilled in us the right ideas that we never know who we would meet, and under what circumstances... and as someone mentioned earlier..."First impressions are lasting!" Thanks for the featured post!
Hey Jim, David Painter touched on this in his blog, Dress the Part @,
http://activerain.com/blogsview/1035897/dress-the-part
There are some other comments on the subject there as well. Good points!
Matt McLaughlin (The Pest Force) Thanks Matt, I will check it out.
Jim you are so right! Especially in So Cal. Agents are running around in Flip Flops!
Tina Maraj Fullerton Realtor (RE/MAX North Orange County) I think this is the new national dress code.