from Florida Realtor Magazine, December 2007 | page 42

What Not to Wear

First impressions are everything in real estate—and we’re not just talking about curb appeal.

How does a former Bostonian dress comfortably in the balmy Florida Keys and still look professional? That’s the question on Jaclyn Stavropoulos’ mind. “If I were still up North, it would be no problem,” says the sales associate with Prudential Keyside Properties in Key Largo. “It’s easy to look professional in colder climates because one important [factor] is that you have to cover up. When I think professional, I think of black slacks, closed-toe heels and a blazer. If I wear outfits like that, everyone will think I’m crazy. It’s too hot! I also work with vacant lots, and I’m outside a lot.”

Stavropoulos, 24, was recently elected to the board of directors of her local Realtor® association. Her local board also named her Rookie of the Year. “They picked me because [I assume] they wanted some young blood, and I got the impression that they expect a lot from me and want fresh ideas,” she says. She wants to exude a positive, professional impression, but isn’t quite sure how to pull it off. 

Bring in the Expert
Valleri Crabtree, Director of Instructor and Course Development for with Institute of Florida Real Estate Careers Inc., agreed to give Stavropoulos some fashion tips. Here’s what she had to say:

1. Stock Up on Logo Shirts
“Since you work for a franchise, you can solve a lot with logo wear,” says Crabtree, adding that Stavropoulos can’t go wrong with two or three crisp button-down Oxford shirts with her company’s logo on them.

When picking colors, Stavropoulos should stay away from “Easter egg” hues like pink, peach and yellow and go for traditional light blue, white, beige and cream shades, says Crabtree. “Avoid blacks and browns too—not just for the heat but because studies show that darker colors show assertiveness. Stavropoulos is 5 feet 10 inches tall, and Crabtree says her height is a great advantage. “It will put you in a position of authority as long as you temper it with neutral colors.”

2. Don’t Slack on Slacks
Pants are a crucial component to any business wardrobe, and Crabtree says they shouldn’t be too casual, too light or too dark. She recommends khakis, Dockers and even three-quarter-length Capri-type pants “as long as they’re made of quality material.”

“When buying Dockers, stick with standby shades like tan, blue, brown, gray or black,” she says. “If you get too vivid [with your color selection], you’re going to lower your opportunity to make a professional impression.”

3. Choose Sensible Shoes
Footwear is a tricky issue for Stavropoulos. Heels are obviously out of the question, not only because of her height but also because of her work environment. “The Keys are made out of hard coral [deposits], and the parking lots are full of rocks,” she says. “Most places that I’m showing are on the water, so I’m constantly out on wooden docks.”

A nice pair of leather loafers would be the best bet for everyday occasions, like showing properties and walking on gravely terrain, Crabtree says.

4. Blend In
Stavropoulos’ clientele is diverse, and she sells just about everything from mobile homes to multimillion-dollar mansions. “Since your age is a concern for you, Jaclyn, it becomes more important that you err on the side of being overdressed,” Crabtree says. “Never go to a listing appointment without wearing, at minimum, a nice pair of pants with a blazer and blouse,” says Crabtree, adding that old-money clients will always expect a professional look. “Try to perceive what your audience would be comfortable with.”

As a rule of thumb, Crabtree says, attorneys provide a good example for real estate professionals to follow. “Attorneys are going to be dressed at a professional level, no matter where they are,” she says.

5. Put on Your Best for Closings
The closing is sacred ground for Crabtree. “It doesn’t matter whether someone is buying a mobile or manufactured home or a multimillion-dollar luxury home, every closing demands the highest level of clothing and behavior,” she says, adding that a traditional business skirt suit, pants suit, quality leather pumps (with a low heel in Stavropoulos’ case) and hosiery are de rigueur for the occasion. “Since you’re in air conditioning, you can even wear some of the trappings of Boston—except for the wool,” she jokes.

6. Ditch the Purse
Stavropoulos doesn’t carry a briefcase, but she recently bought a large purse in a neutral brown shade that she claims “goes with everything and isn’t too clunky.”

“When going out on listing appointments or meeting with a buyer to write an offer or especially when going to a closing where you have to juggle several pieces of paper, you need a briefcase,” says Crabtree. “Try to find a high-quality purse that looks like a briefcase, and then take the things you really need out of your purse and put those in your briefcase.”

Leather is a must, says Crabtree, and black sometimes looks too masculine. “Look for browns, tans or burgundy,” she adds, explaining that she’s keen on burgundy because it works whether you’re wearing black or brown clothing.

7. What Not to Wear
Under no circumstances should Stavropoulos ever wear jeans, flip-flops, sneakers, shorts, T-shirts or tank tops, says Crabtree, even if she’s working with out-of-town buyers who are vacationing in the area. “Jeans send a very, very casual message. They’re inappropriate for any business setting. And it doesn’t matter how [your buyers] are dressed—they’re on vacation. What matters is how you’re dressed.”

By making these wardrobe changes, Stavropoulos will be able to maintain a professional demeanor, Crabtree says. “Unfortunately, people do judge a book by its cover. So, you want to put your best foot forward at all times—especially being new in the business.     

This column provides advice from industry experts concerning marketing, technology and business issues. It won the Silver Award in the 2007 Best Column category from the Florida Magazine Association.