Real Estate is an Image-Based Business: So Pimp Your Style

Last Thursday I had the opportunity to attend a workshop at Studio 428 in Leesburg presented by Jia Zheng of Simply Jia Style a local style consultant.

Jia Zheng a style consultant here in Loudoun County, Virginia at Studio 428 in Leesburg

Let me start by admitting that I didn't seek out this workshop. The session was offered by my client Hunt Country Sotheby's International Realty, organized by Marketing Director, Sara Padden. While I try to attend all of the workshops that Sara puts on, this is one I had intentionally intended to skip.

Why? Because I've had a lifelong discomfort with style and fashion. For most of my adult life, I would generously refer to myself as "stocky". This past 12-18 months especially, I've struggled with my weight, reaching a personal high near 235 lbs -- a lot to spread out over my 5'6" frame. When I wasn't morbidly obese, there were often financial limitations to the quality of my wardrobe. And even when I had money and was reasonably fit, I have felt ignorant and completely out-of-my-depth with regard to fashion.

With all of these personal insecurities and excuses for not dressing better, I've come to write off fashion as the trivial vanity of narcissists. Although it doesn't take more than a minute of self-reflection to realize that's all just rationalization and self-deception.

Style Consultant Northern VA

Anyway, I attended this session because I was asked to attend, not because I wanted the information. Furthermore I dreaded the workshop all week. I was especially stressed about the instructions to bring some items of clothing to discuss. We were specifically instructed to bring:

• A piece you feel confident in every time you wear it

• A piece you like but it never seems to work out

• A piece you feel like only looks good in certain occasions

At my current weight, I don't own a single piece of clothing that I feel confident about every time I wear it. The piece I feel only looks good in certain occasions is a blue hoodie I bought at target 6 years ago -- probably not an item Jia would want to discuss.

So as Jia began her presentation, I was quietly resentful and judgmental about everything she said. I thought to myself, "Sure, I'm going to learn something from a woman who probably weighs less than 100 lbs and obviously works out every day." As she introduced her proposal to aim for "body neutrality" rather than "body positivity", the whole pitch fell flat for me.

The ladies in the audience seemed much more engaged. Me and the other dude in the room were keeping our heads low and mostly hoping that people forgot we were there.

I was especially OUTRAGED that only I and one of the female Realtors in the room had bothered to bring in items of clothing as instructed. To me, that meant I was definitely going to be brought up to the front of the class for a humiliating reminder of my shit style, crappy wardrobe and morbid obesity. I wasn't wrong.

After a short lecture about body types and a bunch of examples of how Jia's approach transformed a few of her clients, I was still extremely skeptical. I agreed that her before-and-after photos were compelling -- but it didn't mean much to me.

My whole take on this shifted dramatically when that female Realtor was drug up to the front of the class for her personal consultation.

The Realtor was wearing a light, flowing blouse with a floral pattern. Personally, I didn't think the blouse was the least bit flattering. Jia went to work, simply adjusting the neckline, pushing up the sleeves and tucking the shirt into the front of the woman's pants. How big a difference could a little primping like this possibly make?

The transformation was stunning, like a magic trick. The woman instantly looked thinner and better dressed. I was really surprised!

Next it was my turn. I expected to feel embarrassed and ridiculous, I didn't. Jia didn't have any hands-on adjustments for me, but her insights and feedback were really helpful. Most exciting, she gave me permission to wear a more comfortable shirt under one of my favorite sports jackets -- something that will surely get that favorite jacket out of the closet and back into rotation. Even more importantly, I suddenly had a few ideas how to look and feel better with clothes I already own. That's big news for me!

I love this custom tailored jacket I bought from Davelle's in Reston a few years ago. I'm excited to try it with a more casual shirt.

Let me finally pay off the headline of this post. Life in general is image-based. People who look good and dress better are considered more attractive, credible and successful. What's true of life in general is doubly true of any position in sales. What's doubly true for anyone in sales in triply true for real estate agents. I simply can't think of any top-producing Realtor I've ever worked with who doesn't look good and dress well. Given a choice, people will usually choose the agent who dresses to the 9s and drives an expensive luxury vehicle. If you're just getting started in this business, one of the first things I would recommend is getting a handle on your personal style.

And just to keep myself honest, I have to confess that style and appearance are just as relevant to a website designing marketing consultant. It's tempting to believe that people would be ok with me dressing like Mr. Robot -- but it just isn't so.

Rami Malek's "Mr. Robot" has been my personal fashion model for way too long.

Yeah, there's something to be said for dressing the part, but I still know that if I looked and dressed better, I might not have to work quite as hard to earn the trust of new clients.

What I Hope You Take Away form this Post

• For many of us, it's easier to ignore, deny and rationalize our lack of good fashion sense.
  

• Jia Zheng of Simply Jia Style is a talented local style consultant who can genuinely transform professionals like Realtors and even a tech-nerd like me.
  

• It's rarely a bad thing to seek out professional help with a complex challenge like style & fashion.
  

• I think Sara Padden, the Marketing Director at Hunt Country Sotheby's International Realty is really smart to organize a session like this for our Realtors. I can think of few more fundamental lessons for someone getting started in this business.
  

• There's a lot of cool stuff happening at Studio 428 in Leesburg.

Thank you Jia! You inspired me and provided some really helpful insights. I'm delighted to recommend your services to Realtors and anyone who wants to look better and feel more confident about their personal style!