The Appearance of a Real Estate Investor - Continued

Category 3: The Perpetual Wall Streeter
This REIA meeting classic is almost always someone you'll see in groups of investors. No matter how casual the setting, there's always some guy (no intentional gender bias here but the person in question is usually a man) who shows up in a pressed suit, tie, and the cufflinks to match. This choice of apparel is great if there's an unscheduled board meeting but this is an investor meeting so let's keep it real. I've seen persons dressed like this at REIA meetings and, admittedly, my first thought is 'OK, at what point are they going to stand up and try to sell something?' Maybe I'm incorrect in thinking that, but first impressions are what they are.

Here's my recommendation. Keep the suit and tie for when you really need it. Neither other investors nor your clients are really going to expect that you dress that formally and it's going to look funny more so than it will impress people. That hits on a good point. The perpetual Wall Streeter is most likely donning Armani to try and impress his peers, rather than for any other purpose. Nice attire is fine but it shouldn't be what draws attention to you. Ultimately, what you say and do is most important and that should be the focus of those around you, rather than what you are wearing.

Category 4: The Focused Entrepreneur
Of all the categories I've described, this is perhaps the one you most want to aspire to become, should you decide that a subtle wardrobe shift or change of look is warranted. The entrepreneur is out there for one purpose and that is to do deals. They also carry a fierce independent spirit, and have disdain for what is status quo. Appearance wise, the entrepreneur may feature a modest amount of so-called 'bling', maybe wearing a nice watch but not overdoing it by any stretch. He or she is likely (by the numbers) an expatriated member of corporate America and probably shows their independence by a strict avoidance of suits and ties.

In short, the phrase 'casual but nice' will often apply to the appearance of the entrepreneur type. Nice pants or jeans, some type of shirt with a collar, quality shoes, you get the idea. The entrepreneur exudes a casual confidence by dressing the part. They know that it is not their formal attire, but rather their dedicated approach to doing business, that will attract people to them and they are right. Entrepreneurism is about a certain spirit and it is tangible enough where many people will notice. When you see this type of individual, give them a card and have a conversation with them. These are often the real movers and shakers out there and are usually good people to know. Their influence still has to be proven, as with anybody, but the way they generally carry themselves is a good start.

Beyond the basic categories, I want to discuss a few things further regarding your appearance that will be of immense help to you as you attempt to establish and grow your business. No one type of attire is perfect for all situations. If you know a client is a banker who is meeting you on their lunch break, you don't necessarily have to put on a suit but make an effort to dress the part a little bit and appear a little more professional. That's what they will be used to seeing and most likely will be expecting.

On the flip side, if you are meeting a client who lives in the country, a more casual approach is probably advisable. Show up in a suit in this situation and the client may think you're there to sell encyclopedias. The bottom line is this, when you match a client in terms of your appearance, they will see themselves as being more like you. This establishes a silent level of rapport and can go a long way towards your success.

An accessory you don't need in ANY meeting: cell phones

We all have cell phones these days so while it's not unusual to be seen carrying one, leave it out of sight and don't you dare answer it during a meeting. If you do you could be seen as unprofessional and disrespectful. Oh, and in regards to those blue tooth things for your ear, don't wear it during a meeting or anytime you are not on a call for that matter. They don't make you look important, they make you look silly!

What the pundits say about first impressions is dead on correct when it comes to your success as a real estate investor. Never forget that the investing community has had some bad press in the past few years and the public's perception of real estate investors may be, at the very least, a little skeptical. Sure, the message you deliver is ultimately the most important thing and can be what helps validates your authority. That said, how you present yourself, appearance wise, can set the tone (good or bad) for an interaction with a client and can either make your job much easier or much more difficult.

Personally, I prefer for things to be as easy as possible and let others make the business more complicated than it actually is. How you dress and when you show up is a simple and yet critical part of how you communicate who you are to a client and that is an important part of your professionalism. I'm not suggesting that any of you go out there and change your wardrobe, just for the sake of your business. Simply strive to convey an image of confidence, success, and experience. This in turn should instill confidence in the client of your ability to get the job done. Therefore, "business casual" should suffice in all situations. Just be mindful of the importance of your appearance and you'll already be a step ahead of the game.


To your real estate investing success,

Brian Evans

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