Is the key to overcoming rejection prospecting harder? Speaker, author and mentor Christina Guidotti spoke with REB about how every ‘no’ is a step closer to a ‘yes’ and how you can increase your odds of success.
“It’s not easy but even the top people have gone through a period of rejection. The way I recalibrate that is [telling myself] every ‘no’ takes you closer to a ‘yes’,” said Ms Guidotti.
How many ‘nos’ do you need to get past to find a ‘yes’? Unfortunately, there is no magic number but getting into the right mindset will help you move through rejection quicker.
“One of the biggest problems in the industry, and the reason why the average sales person is struggling, is we look at a one sale mentality or one conversation mentality and it’s not that. People don’t only have one property to sell, and people also know other people that will be selling,” Ms Guidotti said.
Being able to separate yourself from the rejection and not take it personally will change how you bounce back, allowing you to learn from the experience and come back stronger.
“When you get the ‘no’, you take some responsibility and straightaway say, ‘What can I learn from this?’ and then we get back out there, we get back on our bike. Action is essential. We’ve actually got to get back out there and pick up that phone again,” Ms Guidotti said.
Rejection is often just a game of numbers. You might feel like you’ve taken a lot of hits with the calls you’ve made, but the key to overcoming this is simply making more calls.
“One of the things that we’re unaware of is the numbers that’s needed before you’re positioned. We do a small amount of prospecting or a small amount of listing presentations and we think that because we did ten and a percentage of them were unsuccessful, we think that we’re unsuccessful, but actually we just need to do more numbers,” Ms Guidotti said.
Not only is more prospecting going to increase your odds of striking gold, it will also increase your experience and skill set, which will in turn help you secure more vendors.
“You’ve got to really want to get on the phone and talk to people. That’s what we can’t be scared of. Many people say, ‘I’m not good at prospecting’, well it’s a fear ... prospecting, talking to people. We’re scared of rejection. We [need to] get over the fear of what people will think of us, the fear of the ‘no’, because I believe every ‘no’ brings us closer to a ‘yes’,” Ms Guidotti said.