|Posted by Key Yessaad on September 9, 2019 at 5:00 AM|
Business Resilience and more narrowly Psychological Resilience play a big role in the day to day life of Real Estate Professionals. #KeySuccessIdeas - Events happen all day long, some of which are interactions - our Agents must maximize the number of interactions they have with potential customers to generate the 3 to 5 appointments a week they need to remain relevant in the industry. Some of these interactions are not neutral, nor positive - they are negative or can feel negative.
There is little to say to an agent who ends up with a positive interaction that leads to an appointment; except to prepare for it properly, do some good listening, and ask for the sale. As to the Neutral exchanges - not much to say there either; the conversation went as well as it could and the person is not interested or has already made a home purchase. No appointment, but it is not the end of the world.
The challenge arises with Negative Interactions; they have a tendency to leave a residue in the mental wheelhouse of the agent. Some professionals get a psychological breakage in their day when they come across either a negative person, or the conversation turns negative and they think they blew it. I have seen many agents get stuck right here for weeks on end - they lack Psychological Resilience, or the ability to let go quickly and move on. They have a false belief that all human interactions must be harmonious or what they are doing is not good enough; instead of viewing life realistically - some exchanges will be good, many will be neutral, and a very few will be nasty - we call this living in the real world.
The Main Principle of Psychological Resilience is the realization that: “It is not the Negative Events that cause us agony; it is our added interpretations of these Events that torture us.” As human beings we love to add meaning to everything – we have a hard time accepting that things happen; some people are negative or just happen to be in a bad mood when you interacted with them. We are attached to the idea that the Positive, The Neutral, and The Negative must mean something - they can’t just be normal statistical occurrences.
In our industry, between the 18th month and 30th month of the career of agents 300,000 agents leave the business - and it is not always the lack of income; it is the internalizing of negative events and wallowing in them too long that causes a psychological fracture. This is why Mental Toughness goes hand in hand with a long-term career success; the ability to hear No and not take it personally and going forward to get your Yes’s for the year is a skill in Mental Toughness.
Many ask me: What are good numbers to pursue? It is quite simple: Choose to be Full-Time in this wonderful career; talk to 50 people a week or about 10 to 15 a day; that will create 2 to 3 appointments a week or 100 to 150 a year; you will then close no less to 20 to 30 deals a year - which is a Solid Career! But you can’t let one nasty conversation bring your week to a halt - that’s what happens to many agents; they can seem to shake it off. If you are obsessive that way and/or have the need to be liked all the time - don’t do Real Estate; there are plenty of other jobs in the world that you should inquire about.
Let’s put this idea in a different light: When others are saying No to you; they are not doing anything to you - they are doing something for themselves; and for them right now saying No to you is what is appropriate. Learn to manage your interpretation of what is happening around you; and catch yourself becoming obsessed with negative events instead of moving on and focusing of the positive that is all around you. Let it go. Consider singing along to “Let it Go” from the FROZEN Movie: https://www.youtube.com/watch?v=L0MK7qz13bU - here are part of the Lyrics: “Let it go, let it go / Can't hold it back anymore / Let it go, let it go / Turn away and slam the door / I don't care what they're going to say / Let the storm rage on / The cold never bothered me anyway…” - #8WeekSuccess
Written and Shared by Key Yessaad, Master Real Estate Strategist, Veteran Real Estate Trainer, Expert SEO Consultant, Internet Marketing Specialist, and Business Mentor/Coach. (910) 538-6610 - https://www.realestatewebtrainer.com/
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