You are the prize Day 46 Your Million Dollar Year. Mindset is everything when you are in a sales job and make no mistake, real estate is a sales job. Not only are you selling and buying houses for your clients, you are selling yourself, your insight, your best practices, your price/value every single day. If you think for a moment before you make that first call to the expired or canceled listing person you already know far more than that person about why the property did not sell. You are the one with the information, insight, techniques and process for selling and buying property. You are the prize.
So many agents start the day hoping and wishing for an outcome from a place where they are not thinking of themselves as the solution but as an annoying person calling a mad and not informed person for the most part. This is the wrong mindset. When you realize you have the answers and you are the prize, they you feel differently about that call. It makes no difference if the person is rude, or disbelieving, or disillusioned, you know how to make it better for them if you can make the emotional connection with them.
Making an emotional connection with anyone is always more about that person than it is you. You have to listen and comprehend where they are. You need to ask the right questions to keep them talking until you break through the strong barriers built from the failure of the previous agent. Frankly, the problem with the sale may have little to do with the previous agent because the prospect you are calling has need for the most cash and is ignoring the facts that the market will not give it to them. Making these calls you have to be of a mindset that you are the prize, you hold the information and ability to get done with the transaction. You need to know enough about their situation to assess if you are the right person. Great agents move on from bad prospects and clients because we are the prize. You are the prize Day 46 Your Million Dollar Year