Let’s face it – nobody likes the feeling of being rejected. Unfortunately, there’s no real estate agent in the world who’s good enough to get 100% of his or her prospects to say “Yes.”
What matters more than the number of times you hear “No” is how you handle it. If you wallow in the disappointment of hearing “No.” you’re wasting energy that would be better spent contacting different or better qualified new prospects. It’s up to you to learn how to move on from these dismissals, so take a look at the following techniques for recovering from feeling rejected:
As soon as you’ve hung up the phone after receiving a “No” from a prospective client, yell “NEXT!” at the top of your lungs. Sure, there’s something cathartic about screaming out your frustration, but there’s more to this technique than simple stress relief…
The word “Next” is your rallying cry – a way of dismissing the feelings of rejection you’ve faced and choosing to focus all of your energy on your next prospect, rather than wallowing in self-pity. “Next” is empowering, and it’s your way of saying that a single “No” isn’t going to get you down or slow your momentum when it comes to finding the right clients to work with.
Need something a little more visual to help you move past the feeling of rejection? Here’s another idea for you…
Keep a roll of toilet paper next to your phone. Then, whenever somebody gives you the nasty treatment – or whenever you get a “No” answer from a client you really wanted to work with – write the person’s name down on a few sheets of toilet paper. The next time you get up to use the restroom, flush the paper down the toilet with a farewell greeting of “Later…”
Is it juvenile? Maybe. But you’d better believe that moving past the feelings of rejection in this way is incredibly satisfying – putting you in the right mood to move forward with your next batch of prospects.
While “the Mighty Flush” should put a smile on your face, it’s not always punishment enough for the really nasty people who sting your pride and your self-confidence. These instances call for more drastic action…
Write the names of these failed prospecting attempts down on small pieces of paper and set them aside. Then, once a week, get together with a few of your fellow prospectors, friends and other real estate agents to hold a “Jerk Burning” ceremony where you light these pieces of paper on fire (safely, of course!) and rid the names enclosed from your life entirely.
Nothing says, “I’ve moved on,” quite like setting somebody’s name on fire!
Finally, if you tend to prefer focusing on the positive side of things, “the Cha-Cha-Ching” method of dealing with feeling rejected might be right for you. To use this technique, you’ll need to start with a little math…
First, write down the average commission you make on every sale. As an example, if you tend to sell homes in a market where average prices hover around $300,000 and your average commission is 3%, your usual commission falls around $9,000 for every property sold.
Now, estimate the number of prospecting attempts (i.e. Contacts) it takes you to close a single sale. For the purposes of this example, let’s say that you reach out to an average of 180 people for every home you close. Dividing our $9,000 commission across 180 people gives you an average prospecting value of $50 per “No!”
So instead of looking at each “No” as a negative mark on your record, count it as getting you one step closer to find the one person out of 180 that will wind up as a successful close. To celebrate each of these steps forward, get a small bell to place on your desk. Then, whenever you receive a “No,” ring it as you declare, “Cha-cha-ching – that’s $50 in the bank!”
Really, it doesn’t matter which one of these strategies you use, as long as you’re using some technique to help you manage the feeling of rejection. While it’s never fun to hear a prospect tell you “No,” it’s a necessary and expected part of any real estate business. It’s up to you to embrace these responses for what they really are – steps forward on the journey towards successful sales!