Rate yourself: How tenacious are you? How do you motivate yourself when it’s easier to give up? This is a big question for all agents. In fact, I rate ‘tenacity’ as one of the 9 top traits agents need to succeed. In fact, I’ll rate it in the top 2 or 3.
Did you Think You Would Get so many ‘Nos?
I come from a closely related field to real estate——music…..In fact, as a college music teacher, I seldom experienced rejection. (However, I knew what rejection was, because I was a performing musician for many years, and I actively prospected for music jobs for years). Even with the ‘sales’ background, I was shocked and stunned when I went into real estate, with the amount of rejection and the way people treated me.
From Respected to Suspected
When I went into real estate sales, I suddenly went from ‘respected college music teacher’ to suspect salesperson! I couldn’t figure out what happened. I was still the same ‘me’. So, it took me months to gather my self-esteem back, figure out how I was a value to clients, and keep on keepin’ on. You’ll have to figure it out, too, to keep your motivation high.
Tip: Decide how you will introduce yourself. Instead of saying, “I sell real estate”, say, “I an a professional salesperson with ABC Realty.” Makes a difference!
In Up and Running in Real Estate, my online training/coaching course for newer agents, I offer lots of hope, inspiration, and motivation. Why? Because I know that new agents experience a tremendous amount of rejection–much more than we ever expect. It’s so easy to give up, and so many newer agents do give up. In fact, I believe that
Maxwell Maltz, the author of the best-seller Psycho-Cybernetics, says that we won’t tackle something new, difficult, or risky, without a raise in our self-esteem (I’m wildly paraphrasing, of course). I know that’s true from all the new things I’ve done in life. We must feel good about ourselves to take a risk. So, here are 3 tips on how to raise your self-esteem:
1. Keep a journal of ‘wins’. Read the journal when you have something tough to do, have experienced rejection, are ready to give up.
2. Gather testimonials from people who think you’re wonderful. Read them regularly!
3. Buy at least 3 books of inspirational quotes and read them daily.
Don’t give up too soon! I’ve found, over and over, that agents give up right before they would have made a sale!
Adopt the Nike Motto
Everyone knows the Nike motto: Just do it. As Jonathan Winters, the great comedian said, “I didn’t have success, so I had to start without it.” Just start, and the mere experience of starting will provide confidence. The actions will provide competence. You’re on your way!