Much like any other
professional sales career, real estate agents inevitably face rejection. Many
are unable to handle the pressure and leave the job within a year of starting.
Dealing with rejection is how agents survive the financial tides and move
forward into productive and profitable careers. Discover how to deal with being
rejected and make a comeback.
It’s Not Personal
It can be challenging to hear a client chose another
agent, especially after working with the client for a while. Rather than
viewing it as a personal attack, a savvy agent recognizes the client made a
professional decision. Instead of reacting with anger or disappointment, thank
them for making a choice and wish them the best. Handling the situation with
grace can help an agent land an opportunity to be the client’s second choice.
Developing strong leadership qualities from the beginning allows agents to become
industry leaders in the future.
Create a Learning Opportunity
Instead of viewing rejection as an attack, think of
it as a learning opportunity. Gently attempt to ask the clients if there was
something that could have been done differently or better. Have an informal
survey prepared to help find out what went wrong. Take a few minutes to review
the interactions and see where improvements may have been made. Learn from any
mistakes or missed opportunities to do better the next time. Prepare guidelines
for future communications to stay on track.
Avoid the Blame Game
Placing blame on situations, technology, colleagues,
and other factors is wasted energy. Avoid playing the blame game. Assess any
general problem or issues, then take
steps to resolve them. Business processes are continually evolving, which means
change is inevitable. Agents who resist the urge to place blame and find
innovative solutions are the ones who will stay in the industry.
Set Long-Term Goals
Part of rejection is the sense of loss, both
personally and financially. Nobody wants to think another agent was more
likable and will now earn a commission for the sale. One way to avoid this
feeling is to set long-term goals instead of obsessing over failures. Rather
than focusing on lost deals, learn from them, and move forward. Agents who
spend their time wooing the next deal will remain profitable for years to come.
Visualization is a powerful way to get past
rejection. Rather than regretting what might have happened, agents can set
goals and develop viable ways to achieve them. First, set measurable goals,
such as a specific amount of money to earn within six months. Establish a
step-by-step plan to reach those goals then get started. Keep track of the
progress of your goals and be flexible enough to tweak the plan as necessary.
As lessons are learned on ways to improve business, avoid investing too much
time in thinking about the failures along the way. Your time can be better
spent on exceeding your goals.
Accentuate the Positive, Eliminate the Negative
After being rejected several times, agents often opt
out of the industry. The first slump can be a challenge to survive, both
financially and emotionally. Staying positive after unfavorable circumstances
is difficult, but worth the effort. Negativity comes through when an agent
talks to a new client. Continuing to have an upbeat attitude will ultimately
attract favorable professional circumstances. People are drawn to positivity,
and ultimately, decide to become clients because they feel comfortable.
Enact Potential Scenarios With Associates
New agents sometimes feel unsure when faced with
questions or issues they never heard before. Practicing ahead of time for
upcoming client meetings is an excellent way to be well-prepared when the
moment arrives. Agents can enact potential scenarios with their associates and
brainstorm for ways to respond. Being ready means having the right words when
the moment arises. When agents provide meaningful responses, they earn the
trust and respect of clients as well as referrals.
Learn to Listen
One of the most significant factors clients voice
about their dissatisfaction with agents is an inability to hear their concerns
and respond accordingly. Learning how to listen is an essential skill for real
estate agents to build long-term business
Create a checklist to discuss with buyers and sellers during the initial
meeting. Go through it naturally yet completely to help accurately assess what
the clients want and need. If there are any changes, refer to the original
checklist and make updates as needed. Clients often change their minds and
forget it, so it helps to memorialize the journey, so they benefit from what
they learned along the way. Better Homes
and Gardens® Real Estate agents are provided a full range of tools to help them listen to and
address clients’ concerns.
Dealing with rejection is never easy at any age or
in any circumstances. Professional rejection has financial as well as emotional
and mental impacts. Strong leadership qualities and the ability to continually improve,
are cornerstones to a successful career as a real estate agent. Even if an
agent falters, the right approach helps agents make a solid comeback.
The post Dealing With Rejection: How Professional Real Estate Agents Make a Comeback appeared first on Clean Slate.
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