How To Build Resilience – A Guide To Overcoming Rejection
Rejection is something every real estate agent must deal with. If you want to get ahead in this industry, you must learn to accept ‘Nos’ and build your resilience. That’s because, prospecting is a numbers game: every rejection is simply a step closer to a sale. If you want to overcome rejection and be a resilient agent, follow these six tips.
1. Don’t Take It Personally
Overcoming rejection begins with not taking it personally. Remember, you are acting in the role of a real estate salesperson so people are saying ‘No’ to what you are selling them, not you. By keeping in mind that prospects are not rejecting you, they are rejecting your service, you can bounce back quicker and stronger each time.
2. Know Your Facts
Sometimes agents confuse prospects’ hesitancy as rejection. If potential clients say ‘No’, it may mean they simply need more information to make their decision. To avoid this, make sure you provide all the data, figures and statistics upfront. That way, you can rest assured that your prospects know all the facts and no information has been withheld that could have potentially got the sale over the line.
3. Ask Questions
Too many times agents are rejected because they haven’t fulfilled prospects’ needs. Make sure you ask prospects what they are looking for, so you can do your best at matching properties to their needs. If you have asked the right questions and are still rejected, you should accept that you simply did not have properties suited to their needs.
4. Keep Positive
Being rejected over and over again can wear you down. If it’s been a while since you received a ‘Yes’, it can begin to feel like you are failing in your role. This is when you must shift your mindset and keep positive. The best thing to do is remain upbeat in the face of rejection. Handle each ‘No’ in a professional manner and leave your dealings on a positive note; you never know when prospects may enquire about another property later down the track.
5. Acknowledge Your Accomplishments
An important part of overcoming rejecting is reminding yourself of your accomplishments. Unless you are just starting out in the industry, you would have had many victories in the past. Acknowledge these past achievements to remind yourself how far you’ve come since you started your real estate career. Successful agents build resilience by focusing on their achievements, not their setbacks.
6. Use It As A Learning Experience
Rejection is a great time to reflect on yourself and your role. Each dealing with a prospect is an opportunity to step back and consider what you did well, what you could improve, which skills you need to work on, and what you could learn from the experience. Successful agents are ones who invest in their continual improvement. As a result, they use rejection as a platform for personal growth. By understanding that ‘Nos’ are an opportunity to improve your game, you too can become a resilient salesperson.
Overcoming rejection is an important part of being a successful real estate agent. Remember, prospecting is a numbers game. So, the better you become at accepting a ‘No’ and moving on to your next prospect, the quicker you will receive a ‘Yes’. Use these tips to become a more resilient agent today.
If you’re looking to become qualified in the real estate industry or upskill your real estate qualifications, call Validum Institute TODAY on (07) 3193 5270 to find out more about our fresh new blended approach to learning.
We’d love to know how our tips help you overcome rejection and become a resilient real estate agent. Email me your thoughts at victor.james@validumgroup.com.au.
