I hear this question all the time. Of course experience is essential but only if potential clients can actually find you. Let me say something that might be hard to hear: Every post you skip is a client you will never meet.

Your experience, market knowledge, and track record absolutely matter. But in today’s world, if people do not see you, they cannot hire you. It is as simple as that.

Visibility is not showing off. It is showing up.

So many agents think that being visible means being flashy or bragging. That is not what I am talking about. Visibility is about being present where your ideal clients are spending their time. It is about letting them see your face, hear your perspective, and get a sense of what it feels like to work with you.

When you avoid showing up, you leave the door wide open for someone else to step in. Often it is the agent with less experience but more visibility who wins the listing. Why? Because people choose the person they see consistently, not the one quietly waiting in the background.

Your visibility is a preview of how you will sell

Think about it from a homeowner’s perspective. They want to know that the person they trust with their biggest investment will show up for them. The way you show up publicly becomes proof of how you will show up when marketing their home. If you are invisible online, why would they believe you will be visible with their listing?

Stop shrinking yourself to be likable

Here is where many agents get stuck. They edit themselves down so much that they end up generic. Every time you water yourself down to be more likable, you shrink your authority. Homeowners are not looking for the safest, blandest option. They want someone confident, someone who has a point of view, someone who will lead them through the biggest financial decision of their life.

The fear of being “too much”

I see too many talented agents letting their fear of being “too much” keep them small. You do not have to be perfect. You do not have to be polished. You do have to be present. The people in your market want to know you. They want to trust you. They want to feel like you are already in relationship with them before they ever pick up the phone.

How to start showing up today

If the thought of being more visible feels overwhelming, start small.

• Record a short video answering a common client question.
• Post a behind-the-scenes moment of what you are working on today.
• Share a personal story about why you love your neighborhood.

You do not have to create a production. You just need to show up consistently and authentically. To help, use this reframe: this isn’t about “creating” something. It’s just about documenting. Documenting what you already are doing and what you already know.

Visibility is the currency of trust

At the end of the day, visibility is no longer optional. It is the currency of trust in real estate. Your clients are not waiting for a polished script. They are waiting for the real you. The one who can guide them, advocate for them, and deliver results.

So ask yourself, where can I show up this week that my clients will actually see me? Then take that step. Because the clients you are looking for are already looking for you. They just need you to be visible enough to find.

— Lacey Newman is the founder of the Elevated Living in Nashville, and the creator and coach of Elevated Agents.  You can learn more about her here.