At Marcus & Millichap you will be interacting with clients of all types and personalities. How would you build a relationship with someone who intimidates you?

"As a Commercial Broker, I often have to give presentations and pitches to groups of decision makers, who can be quite intimidating. I stand tall and remind myself to be proud of my work, no matter what they may say or think. By doing this, I am oozing confidence, and the situation becomes so much easier. Also, I recently read about 'mirror neurons' in the brain. These neurons mean that people respond with similar facial expressions and demeanor so, if you are friendly and approachable, others are more likely to be as well."

"I have a great method that I learned in sales training, earlier in my career. This method is beneficial when I have to make cold calls or have a challenging conversation with an existing client coming up. The trick is to practice, out loud, with someone else. Have that person throw possible objections out and then try to overcome them. Once I have had this conversation a few times in practice, it becomes much easier in a real-life situation."