"Not knowing enough" is one of common concerns I hear from new agents starting their careers and for good reason, there is a world of information that Agents are expected to know to guide their clients. With this concern comes a fear that causes a sort of paralysis. An avoidance of meeting new people or introducing themselves as agents out of fear of appearing stupid, which in itself is quite silly. Ultimately, if you're trying to know everything there is to know about real estate before you start introducing yourself as an agent, you'll never do a single deal!
There's a world of information that Agents need to know to adequately guide their clients
Not only is the information required to know immense, a majority of it is in a constant state of flux. From mortgage rates to market value, from buyers attitudes at sellers expectations, everything can change overnight, literally and figuratively. Apart from this, there is an expectation to know everything -- a condition that is typically self inflicted. Agents spend a lot of their time proving their worth and justifying their value, much of which is based on their knowledge. We project an ideal that we are experts in our field. Ultimately this isn't a bad thing, in fact, if your clients believe this, then you are doing quite well. But remember: it's not possible to know everything and when the situation arises where you don't have an answer, it's okay to admit you don't know. There is no way a normal human would be able to memorize the number of units in 1500 condominiums in the city. We cannot know what the height restrictions for building additions on every street!
"It's okay to admit you don't know."
But here's the thing, most people don't care if you don't know. If you aren't sure of an answer, you clients will not (most likely) walk away from you. They aren't going to stand in front of you staring waiting for an answer to the question of how many times the maintenance fees have gone up in the building you're in. Most people aren't that impatient and are much more understanding than we give them credit for which means that the vast majority don't need an answer right away. They are typically satisfied with getting the right answer eventually.
Clients look to you to do the work for them. To find the answers. To do the research. As a professional you are immersed in details and knowledge, you have access to resources most do not. This is what you do so it makes complete sense that you would know where to find the answers. So if you don't know off the top of your head what the lot size is, that's okay. Simply respond, "That's a great question, in definitely get that answer for you" make a note and move on. Now the key to this is that you must find those answers and make sure that your clients get a response. Not knowing a detail is justifiable but failing to follow up is unacceptable. If your clients have to find the answer themselves you not only have you lost their trust, but they also begin questioning why they even need you!
Not knowing a detail is justifiable but failing to follow up is unacceptable.
It's okay not to know every detail. You're human. Go out and meet everyone, talk about real estate, learn from others, do the research and continue to learn. Don't let the fear of sounding stupid hold your business back. You won't know everything. The sooner you accept that, the faster you will be on the road to real estate success.