We all have had hard days. Maybe you had a client just hang up on you or you had a bad previous day with clients and you are dreading getting on the phone again today.
I am going to share 2 tips to help you overcome those bad days.
The first thing you need to do is make a list of people that want to hear from you.
For me, I once called an expired, and we ended up listing the house which sold in 12 hours over asking price)!
So, when I am having a hard day, I call her. I even tell her that I am having a hard time making calls today. Then she will remind me, “If it weren’t for your call, who knows what would have happened to my house? I may not have ever sold it.”
Tip 2: Remember it is normal for people to tell you, “No.”
I recently had a client tell me that the more calls they made the more rejection they got.
Think of this like basketball. Let me explain.
In 1962, Wilt Chamberlain scored 100 points in an NBA game by himself. Of course, his team got the ball down to him but, he scored all the points by himself. That is extremely impressive!
In 2006, Kobe Bryant scored 81 points in one NBA game.
Even though 81 points is impressive, 100 points is still more impressive.
However, if you look at the stats, Kobe Bryant is more skilled. A higher percentage of his shots actually go in.
Wilt Chamberlain didn’t have as good of a “conversion rate”. Yet he took more risks, more shots, and so more of them went in. His percentage was lower, but he scored major points.
We could say that Chamberlain was a failure because he had a lot of missed baskets. But that would be crazy.
He scored 100 points in one game by himself, who cares that he missed a lot of baskets.
Whereas Kobe Bryant, the more skilled player, didn’t take as many chances and he is trailing behind by 19 points.
The point is, as you get more productive and as you make more phone calls, expect to get more nos. More people will hang up on you. More people will say, “No, I am not interested” and quickly disconnect.
That could be a sign that you are doing exactly the right activity. It is your mindset that makes a huge difference.
The two tips from today are, get a list of people that you know would be excited to hear from you. (And yes, family and friends count!) Next, it is all about the net win. It is okay to face rejection throughout your day, in fact, it is to be expected!