They say you’ve got to kiss a lot of frogs before you find … well, you know. The problem for most agents is avoiding serious depression while they’re face to face with all those frogs!
In real estate terms, this means that you’re going to hear “no” more than you hear “yes” (although our coaching students have learned tools to minimize hearing “no”).
So how do you avoid negativity about hearing “no” all day, punctuated by the occasional “yes”? It’s simple — you have to know your numbers. If you’re rejected for an appointment but you know it takes you on average 10 contacts for an appointment … the rejection is just one step closer to the appointment. Hearing “no” becomes an expected part of your job, not an uncertain result in your diligent prospecting routine.
Today, we’re discussing how to own those feelings of rejection, move past it emotionally and how to keep going to build a routine for success, rather than being overwhelmed by failure.
Your goal as an agent is to develop a thick enough skin to be able to hear “no” and understand why you heard it, work toward modifying your approach where required to minimize hearing it again — and then immediately moving on to the next prospect.
You should never be thinking about hearing “no” late at night when you should be getting sleep — and with the right mindset, you don’t have to!
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Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or schedule a free coaching call with them at freecoachingcallsforagents.com.