Can you handle rejection? If you answered “Yes.” then you may have a standing-chance working in sales. And, as a realtor, you must be able to face these challenges head-on. But… What if you’re not sure, or you’d like to develop a thicker skin. You’re probably wondering “How do I accomplish this?” At the end of the day, it’s all mental. You decide on your own limitations of what you can or can’t handle. But, there are psychological steps you can take that will strengthen your will, develop your rejection threshold, and give you courage during the sales game.
Emotional Resilience.
What is emotional resilience? It typically refers to the way an individual handles a stressful situation. Our knee-jerk reactions in crises can exemplify how emotionally resilient we are and, if you feel you are not the best under pressure, there are ways of building up your tolerance even during the most high-pressure events.
Prospecting can be scary. Whether it’s in sales, trying to ask someone out on a date, a job interview… the idea of being turned-down can make anyone feel like they’ve been punched in the gut; But remember going-in, the odds ARE against you. Chances are the majority of people may not need, or be interested in your services. So rather than driving yourself into a depression over a rejection, it’s best to evaluate your pitch, freshen your pipeline and swiftly move on to the next one. (I know it’s easier said than done but do your best to remove your feelings to the situation and remember they are not rejecting you as a person they are only rejecting what you’re trying to sell them.)
Stay away from desperation.
The Universal Law of Need.
Considering the act of desperation is vital to this law. Desperation occurs when you NEED something badly. But, when one is desperate, thoughts are no longer centered on what is required for success but it becomes more driven towards what will happen if you don’t get what you need- which lends itself to failure.
It’s not a competition.
Some may see competition as a motivating factor; And who knows, maybe a little competition can be viewed as a healthy way of lighting a fire under you. But, it’s important to keep the focus on prospecting and prospecting properly- rather than worrying about what everyone around you is accomplishing. The only person you should be competing with is yourself; Try to be a better salesperson today than you were yesterday.
If it’s broke, fix it!
If you’ve noticed a substantial amount of rejections, or you’re not hitting the numbers you were hoping for, it may be time to assess your sales script. Perhaps you’re coming across too pushy? Maybe you ramble-on for too long? Or, maybe you’re not saying enough? Taking a closer look and making some edits can greatly help you out! Need a little inspiration on drafting-up a sales script? Check out this blog.
Don’t fear failure.
“Why do we fall? So we can pick ourselves back up again.” There are many benefits to failing. 1.) You learn what NOT to do. 2.) It builds strength. 3.) So you can handle better the next time around. These lessons can definitely be applied to sales in real estate. Failure is not our foe, it’s our friend.
We hope you found this read insightful! When it comes to real estate sales remember, you’re in control of your career. We are responsible for the limits we set on ourselves and if you can get past the feeling of self-doubt and work towards building a healthy strategy, there’s no reason you can’t master the sales game and become a great real estate agent!
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