During today’s episode, host Jeff Pfitzer speaks with Bill Kurzeja, owner and founder of Professional Success South. In this episode, Bill teaches us how to gain confidence as real estate professionals so that we can demonstrate that confidence in business. Listen to hear great insights into how knowledge creates confidence and confidence creates trust.  Episode Highlights:  In high school, Bill Kurzeja felt shy and awkward. He became a mechanic in the military and that forced him out of his shell. He applied the discipline he learned in the military to the automotive industry. Fifteen years later he wanted to make a change. He found his passion was training, coaching, and leading people. We gain confidence through our knowledge. Bill and Jeff discuss Bill's success as a runner and his journey to become a triathlete. Bill hired a coach to help him train for triathlons. Physical activity brings him mental clarity. Being healthy is foundational to building success in the rest of your life. You can be driven by competition with yourself. We are never too old to accomplish what we put our minds to. We shy away from the term "sales" but in reality, we're selling ourselves all the time. You gain confidence by learning how to communicate and how to listen. In real estate, you need to learn everything about the neighborhood you're selling in. You need to know everything you can about the area to speak with confidence. You should know the market data but that won't differentiate you. Realtors should own how they communicate with their clients. Many salespeople want to talk about themselves. It's important to make your client the focus. Practice and use roleplay to get comfortable with new conversations. Own the focus that it's not about you, it's about them. Help people you’re talking with to feel safe. The anatomy of a sale begins with the interview. Take your time to learn what the people you are talking with are looking for and determine their needs. You don't get opportunities to sell houses unless you sell yourself. Sell yourself in the beginning just by being yourself. When you promise something, deliver right away. Set the proper expectations from the beginning in the way you communicate. Bill shares how he approaches realtors who don’t see themselves as sales professionals. You just want to be their go-to all for all things real estate. You can't ever stop getting better. You must continue improving. Follow your passions. When you do something you love and enjoy, you get to be who you are. You can deliver content about your passions. 3 Key Points:   As you acquire knowledge you can acquire confidence.   Having confidence will allow you to own the way you communicate with clients.   Remember it’s not about you. Always focus on the people you’re serving. Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com Bill Kurzeja Facebook, Instagram Professional Success South website, Facebook, Instagram Connect with Lab Coat Agents: Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group