Thanks to the COVID crunch, the seller’s market in real estate has skyrocketed, causing real estate agents to battle over each new listing like Jay-Z vs. NAS, like the Senate vs. The House, like a parent vs. a toddler at bedtime. You get the point. It’s competitive out in these real estate agent streets! So it’s more important now more than ever, for agents to present themselves well, so they can seize the opportunity to sell their own million-dollar listing, like the folks in the featured picture (Ryan Serhant, Steve Gold and Fredrik Eklund). These gentlemen know the value of being relentless, knowing their stuff, and showing up looking like a million bucks. They realize that they must have all three attributes, and the absence of any one can cost them a six figure commission. So whether you’re just getting started in the business, or a veteran going for the gold, we all have room for growth. So sit back and take in some tips from your boy, your style conscience, The SUITABULL one!
By the way, if you don’t recognize these guys, then either you haven't purchased a seven-figure property yet, or you don't watch the Bravo network. Namely their show “Million Dollar Listing, New York.” I’m not one to give a crash course on how to sell some real estate. I have other friends like J.B., Dan, Femi, Beth, Betty or Amanda among many others that can help you with that. These individuals could squeeze the max offering amount out of a property like water out of a sponge in the desert heat! I add value from the standpoint of a style guru and a client. One day God is going to bless me with the opportunity to transact on a seven figure property, and when that time comes, i’m not giving my business to a dude in a pair of dad jeans and a 1995 bowling club polo shirt, or or woman in an ill fitting blouse (that looks like it came from a kindergarten finger-painting Art assignment), spandex and Crocs. They could have all of the experience in the world, but i wouldn’t trust them with presenting my property well, if they can’t even properly present them-self.
Starting From the Bottom
To the agent, just starting out, don’t sweat it if you don’t have the bucks for Burberry, or the finances for Ferragamo yet. Focus on creating a uniform for yourself. In a previous post, i was able to close the biggest deal of my life, by just wearing a sports coat, button up shirt and slacks and loafers. No I’m not talking about real estate, I’m talking about closing on the love of my life, my wife. You can read all about that in my last post “Bag her with a briefcase.”
My point is that you can ball on a budget and still look professional enough to close the deal, but you’ve gotta start at the bottom. I mean literally. Look down at your shoes. When you meet someone they look at you from head to toe. And if your toe is the last thing their looking at and it’s peaking through your heavily worn loafers, YOU WILL NOT GET THE DEAL.
-Head to DSW and spend $100 on a pair of brown loafers and a pair of black loafers or lace ups from brands like Cole Haan or Johnston & Murphy. These are great brands that offer durability and when they get worn, take them to the cobbler (shoe repair place) to be restored. The only thing that should you talking is your mouth, not your shoe sole. Polish them regularly to keep them looking good.
-Pick up a white shirt, for that big deal, but any given day, going with a pale blue will be welcoming to most clients. Stores like H&M an Zara have them for $30 or less. And for God’s sake, please do not have your crew neck T-shirt showing. Wear a vest or a V-neck T-shirt.
-For your pants choice, you can’t go wrong with having some Khaki, and some Navy blue in the arsenal. Khaki, will carry you through the warmer months Navy blue will dress you up, when you’re ready, and charcoal gray can be used for either. Either, no break, or a slight break is appropriate for your pants. Wearing a full break will give they impression that you had to borrow some pants to make it to your appointment. And If you did happen to borrow, that’s cool. You’ve gotta do what you gotta do. However, if you can help it, don’t look like you borrowed them. Get them tailored right.
-Up top, is where you can get fancy. A Navy blue sports coat is a must, and when paired with khakis and brown loafers, it will give you the ultimate upscale casual look. You’ll look like you come from money, but not like you’re trying hard. Beige, and a window pane pattern jacket would also be great additions to your look.
-As a must-have accessory, keep a white or blue linen pocket square in that pocket, to set off your look. When paired correctly, you can set yourself apart without breaking the bank.
Congratulations, you’ve just created a uniform for yourself that will be your tried and true best friend, until you make it from the bench to the starter position.
New Money
So you’ve got some deals under your belt now, and you’re making a name for yourself. Commission checks are getting bigger, so now you can afford to step up your game. Why not pull a Beyonce and Upgrade ya-self. It’s time to add some suits to the arsenal. You don’t have to hit Hugo Boss if you’re not comfortable yet. Other brands like Calvin Klein, Lauren, Ralph Lauren, and Tommy Hilfiger often go on sale at Macy’s where you can pick them up for $200 to $300. Take $1000 and invest in yourself. Here’s how:
-Pick up 2 suits that i just mentioned (approx. $500 for both)
-Grab yourself a nice pair of cap toe oxfords in brown from Allen Edmonds, ($250 when they go on sale)
-Grab 2 Egyptian cotton shirts, on sale at Charles Tyrwhitt ($100 total or $50 each)
-Pick up 2 ties from Tie Bar ($50 total or $25 each) Spend in If you can swing a suit, grab one navy and one
-Pick up 4 pocket squares from Tie Bar preferably patterned $15 each ($60 total)
-Step into some colorful socks, think signature look. Stripe, dots, plaid, however you want it. Go for Happy Socks ($40 for a 4 pack)
Mama I Made It.
So you’ve flipped that blazer and khaki money, into suit money, and now you’ve even surpassed that. You’re in the big leagues. Each commission check is bound to be high 4 figures or more. The stakes are high like a poker table in Vegas with a $50,000 buy-in, high like Snoop Dogg on that show with Martha Stewart, high like Michael Jackson’s pants over his shoes. Got it? Good. So now that we’ve established that the stakes are higher and that you have more to gain, it’s time to pull out the big guns. In the big leagues, the details matter! They always matter, otherwise, you wouldn’t have made it to this point, but they DEFINITELY matter now.
-Suit game’s gotta be crispier than Popeye’s chicken. You’ve earned it. So now you can hit up the Hugo Boss store that offers a high quality off the rack look. Or for the same price, hit up Suit Supply, which really gives that bespoke flavor. There are a few custom tailoring options as well, which i suggest you explore. These suits will cost you anywhere from $500 to $1000 and beyond. Lets face it, you’re going to earn that back 7 fold on your next deal, when you come in looking like you’re oozing success.. Custom shirts won’t hurt either. Small details like fit and functioning surgeon’s cuffs on your suit, or a stylish ticket pocket, or high quality fabric are part of the ultra successful look in which premium clientele take notice.
-Now you can splurge on the Hermes belt set and matching loafers, or the Louis vuitton wallet, or Mont blanc pen. You’ve gotta look the part if you want to play the game.
-The largest indicator or success for a professional man is his watch. Unlike our women counterparts, we have less places to drape diamonds from, and therefore less of an opportunity to laud that opulent look. Apple watches are cool. I even have one myself, but I’m going to mention that key word again.. INVEST! Invest in a Breitling Avenger, or Navitimer. If you’ve dreamed of owning a Rolex, grab yourself a stainless steel Date just or Submariner. If you really want to stand out. Pick up a Hublot Big bang. All fine choices where you can’t go wrong, and they come at a range of prices from $5,000 to $15,000.
I always say that you get one opportunity to make a great first impression, and that usually happens before you even speak. Clothing is only part of the equation, so remember to always bring your A-game, be client-centric, and dress to close! And if all of my friends that I mentioned earlier are retired by the time I’m ready to sell a million dollar house, I hope that whoever is looking to work with me gives me SUITABULL vibes upon first impression.
Stay Suitabull guys.
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