The idea of "Dress For Success" flourished in the 1980's, with men and women rushing to purchase just the right suits, shoes, shirts, and accessories. Then came the 90's with dress down Fridays (which in many cases turned into dress down Mondays, Tuesday, etc.) and a more casual overall appearance and attitude in the workplace. As we entered this century, the pendulum began to swing back to a more professional demeanor at work, along with the clothes to go with it.

When a real estate professional appears before her or his customers or clients, first impressions do matter. We can argue all day long that it is not someone's appearance, but rather their competency, that should dictate whether or not they are hired. But the reality is, it is a package of all the factors and attributes that the real estate professional possesses that will determine their success. But that important first impression is largely determined by dress.

So how should real estate professionals dress? It depends on your market. Dress one level better than what your average customer and client wears to work- professional but not intimidating. If your customers and clients tend to wear jeans to work, a three piece suit is probably a bit much, but certainly Dockers and a blazer are appropriate. On the other hand, if you are generally working with insurance and banking executives, you should always dress in a suit and starched shirt or appropriate blouse with proper accessories and shoes.

The appearance of being organized is also an important factor. For those in commercial and high-end residential real estate, a quality leather briefcase is a must. For those in the non-luxury home residential market, a canvass briefcase, especially one with your company's logo, will suffice. The briefcase should be organized so that paperwork, presentation materials, calculator, pens, business cards, and personal service brochures are readily available and easily found. Always make sure that you have an ample supply of what you need. A professional always has a business card to present to his or her prospects.

Your automobile should also be dressed for success! Both the inside and outside of your car should be cleaned thoroughly. If you smoke, don't smoke in your car- non-smokers are usually repulsed by stale cigarette smoke. Professionals also obey all traffic and safety laws when operating their motor vehicle, so be sure to wear seat belts and avoid speeding.

Will an agent fail just because of outward appearances? Maybe not. But why not leave anything to chance when it can be controlled so easily?