Fake it until you make it.
As young agents, we were strongly encouraged to build an image of success. One of the tactics was to make luxurious purchases, such as a car. Not just any car, it had to be something of high status. Here's a little advertising for BMW as this was a car pretty much sought after by my peers.
While I had reservations about making such purchases, I do get to hear the "ooos and aahs" from clients. There were times when clients commented about me being very young in the industry but yet I manage to make such purchases. This coupled with body-hugging custom clothes and luxury watches, it seems the subtle message of success was brought across to them. I guess the psychological advantage to agents was that clients are more willing to place their faith (and money) in agents who are successful and hence have a higher chance of staying in the industry. Sorry to burst your bubble but it's not true.
I gradually learned that this social pressure to make car purchases was a double edged sword. It could have been a tactic used by the directors to drive more sales in their underlings. How? The pressure to upkeep the monthly loan repayments will either make or break agents. If you want to keep the banks off your back, better make sure your bank account has sufficient funds for deduction! Otherwise you can start packing, sell the car and look for a new job.
Harsh realities.
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