Gaining the Trust of Baby Boomers as a Millennial
As a young CRE agent (under 25) I have been finding that some older folks simply don’t want to trust the advice or agency from me. It’s understandable given the amount of money involved in commercial transactions that people don’t want to put their $1 million investments in the hands of a kid. 

I have noticed on listing appointments, where I bring them proposals I am proud of and confident in, they are more interested in what my broker has to say. I don’t seem to confront this problem over the phone which kind of affirms the issue for me.

To give more context I have been licensed for a few months and have closed one (small) deal on a 5-year lease. Because I’m a newer agent I have more time and incentive to work harder on some prospects that established brokers do not, but sometimes its not enough to win someone’s respect.

Any suggestions for selling to older clients as a young agent?

[{"id": "e1334tp", "text": "I used to have this problem a lot when I first started out because I was fairly young for the circles that I was operating in.  But then I lost my hair and suddenly that was no longer an issue anymore.  Perhaps you should try going bald, it seemed to work for me.  ", "replies": [{"id": "e133coy", "text": "I\u2019ll think about it", "replies": [], "depth": 2}, {"id": "e138o3j", "text": "Something sort of similar happened to me. Grew a beard and went from being 25 and people thinking I was 16 to people thinking I was 30. It really did help. \n\nGrow dat beard, boi. ", "replies": [{"id": "e14z4ka", "text": "Ditto. Did the same. #beardstrong", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "e133xrj", "text": "just gain more experience and keep going, you aren\u2019t going to find overnight success, rome wasn\u2019t built in a day, ext. ext. ", "replies": [{"id": "e134off", "text": "Thanks for the advice. I knew from the start that the first year would be a grind but if there are strategies for young salesmen I think that would help me build that success", "replies": [], "depth": 2}], "depth": 1}, {"id": "e134an6", "text": "Make up for a lack of experience by knowing your market and hustling to meet owners. Learn the comps and underwrite as much as you can. It\u2019s a grind from there.", "replies": [{"id": "e134uct", "text": "Definitely my strategy right now but I do appreciate the advice. I know I will encounter this scenario for a couple years and want to strategize if possible", "replies": [{"id": "e135kbh", "text": "There\u2019s no secret sauce, just stick with it and keep learning.", "replies": [], "depth": 3}, {"id": "e136c81", "text": "I'm in the same boat for going on three years now. I'm happy to chat more about it but the best you can do is learn everything. Know whats happening in the market better than anyone. Read everything. Meet everyone. I was new to the area and to the industry, and I am already known for being the first one to know what's happening in our market and nationally. I read everything I can. Books, trade magazines, internet articles and forums. Not to mention about real estate technology where you have a natural advantage on the older guys. Learn it. Use it. \n\nAlso, if you can, take advantage of older brokers who are willing to help. Bring them to meetings and pitches but make sure your voice isn't drowned out. Ask them to put you on listings and signs and field some of the calls. If the caller is unrepresented, try to help them. ", "replies": [{"id": "e18mt04", "text": "I\u2019m currently reading How to Succeed in Commercial Real Estate by John Bowman which I like so far. I\u2019m thinking about reading a layman\u2019s guide to development next so I can hold conversations about building adequately (any suggestions?) I also read the local business new site every day. In terms of my mentor, my broker has been a fantastic teacher and goes on all of my listing appointments with me.\n\nThanks for the thoughtful response, I will definitely message you if I need some guidance. Do you mind me asking which state you\u2019re in?\n\nEdit: Going to send you a message!", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "e13czu6", "text": "CRE is a funny business.  No one wants you when you are young, eager and pull all-nighters.  Everyone wants you when you are old, tired and just want to retire.", "replies": [{"id": "e13ucwt", "text": "With good reason. Someone who has completed 100s of deals in their career will have seen a lot of shit and can give much more valuable advice.", "replies": [], "depth": 2}], "depth": 1}, {"id": "e13oa4a", "text": "I've worked in several different industries and I found I had to change the way I talk and the way I present ideas and myself depending on who I'm pitching, maybe consider taking a closer look at what specific things seem to engage them ", "replies": [], "depth": 1}, {"id": "e13u9pl", "text": "&gt; closed one (small) deal on a 5-year lease\n\nIt's not about age as much as track record. Why should anyone trust your advice? You don't have experience yet, in fact almost none. You don't have dozens of deals completed over many years, or maybe more important, deals that didn't close with hard earned lessons of pitfalls to avoid.\n\nSimply put you have not yet EARNED people's trust and respect. If you act ethically, work hard, and build your track record, you will slowly see your client's respecting your opinion more. There is no shortcut.", "replies": [], "depth": 1}, {"id": "e13w60p", "text": "&gt;To give more context I have been licensed for a few months and have closed one (small) deal on a 5-year lease. \n\nWouldn't you be skeptical?  I would be skeptical of a baby boomer with the same background.\n\n\n", "replies": [{"id": "e144fn7", "text": "Yep that\u2019s why I said I understood their skepticism", "replies": [], "depth": 2}], "depth": 1}, {"id": "e14nxm3", "text": "Undercut", "replies": [], "depth": 1}]