Because an agent’s business is centered around him or herself, taking rejection personally (especially that one about wanting to interview a few more agents) is knee-jerk, and common.
And rejection as a real estate agent hurts.
You can lash out in defense of yourself or you can learn more appropriate and healthier ways of dealing with the anger, frustration and pain of rejection.
Learn how to bust objections
Objections. As a sales term, it’s one we’ve all heard repeatedly, especially when discussing the listing presentation.
But, consider this: some of us won’t even buy a tube of toothpaste without reading the product’s reviews. Imagine, then, the number of questions people have when it comes to buying something as massive and expensive as a home.
Many are nervous, so there are bound to be questions. Not all of these questions are objections, but many agents assume they are.
A true objection isn’t a challenge, it’s not an “us-against-you” type of battle that you simply must win, at all costs.
It’s something to overcome, gently and logically. You do this by asking questions and then by recommending solutions.
Whether the homeowner has an aunt who is the agent he wants to list the home with or the buyer says they are “just looking” right now, there are proven methods to overcome these objections. Thus, avoiding rejection.
You’ll find tips on overcoming rejection as a real estate agent at TomFerry.com, Inman.com, LabcoatAgents.com and right here on Easy Agent Pro.
When you just can’t overcome some rejection as a real estate agent
The number one rule is to not take rejection as a real estate agent personally. The lead isn’t rejecting you as a person. She’s rejecting what you’re “selling.” Shake it off and vow to work on your presentation and find new ways to overcome the specific rejection.
But, before you blame yourself and your lack of skills, do yourself a favor and watch “What I Learned from 100 Days of Rejection,” a Ted talk by Jia Jiang, owner of Rejection Therapy. It may just be the best 15 minutes you’ll ever spend.
If you still must blame yourself for not overcoming the objection and being rejected, maybe it’s because you failed to make a personal connection. This is important for many people.
Brush up on your people skills; learn how to entice them into liking you. There are tons of books out there that can help you. Here are a few recommended by other agents:
- How to Get People to Like you in 90 Seconds or Less, Nicholas Boothman
- The Art of Talking to Anyone: Essential People Skills for Success in Any Situation, Rosalie Maggio
- Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, Oren Klaff
- How to Win Friends and Influence People, Dale Carnegie
- Selling You – Know Me, Like Me, Trust Me: A practical guide to develop your personal brand and generate more income from your expertise, Lauren Clemett
- The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible, Brian Tracy
All of these books are available at Amazon.com.
As a newbie, you’ll meet with plenty of rejection as a real estate agent. As Jiang says, act with stubborn determination and you can turn rejection into opportunity.
Overall, remember the old sales adage that it’s better to be rejected than ignored.