Whether you’re an experienced agent or just starting out, nobody likes to lose. But a lost listing can teach you much more than the one you won. Here’s how to learn from your losses.
“Losing makes you better, that’s the way I look at it,” ZOO Group founder Pawl Cubbin said on the My Business Podcast.
However, this doesn’t mean losing feels good or that it ever will.
“No matter how much experience you’ve got, you still hate losing,” Mr Cubbin said.
Turning losses into wins is about recognising what you could have done better by asking the right questions and learning how you can use those answers to make your pitches better for next time.
“I think really asking those kind of questions as well, and really getting to the bottom of that, then what’s really exciting is making the place better by what you’ve learned from not winning, and there’s usually two or three things that you could have done just to fine tune. That’s the difference between winning and losing,” Mr Cubbin said.
The best pitches are the ones that come out of knowledge and confidence. The more secure you are in your understanding of what the client wants and how you can deliver in a way that your competition can’t, the more likely you’re going to win the listing.
“I think understanding what you love, what you love about what you do, and making sure you ask really good questions to the client based on your expertise and your experience ... the more invested you are, the more intelligent you are about what you ask, the better information you get back from the client, and I think that enables you to then produce really good work,” Mr Cubbin said.
“The more confident you are, the better questions, the better the work, the better you’ll present.”