In Real Estate Sales, Anxiety And Social Anxiety

It's surprising how frequent sales nervousness is. Every real estate agent has anxiety when they lack experience in a certain activity or category of goods. This isn't exclusive to recently hired agents. When experimenting with novel prospecting strategies, displaying properties at various price points, or interacting with diverse clientele, seasoned real estate agents may experience anxiety.

A few years into my work, I recall receiving a lead from my workplace. When I looked up the property, I got excited. It was priced above what I can currently afford. I thus scheduled my call. My strategy was straightforward: persuade this prospective seller that I'm the greatest agent for them (bad strategy, but you'll see why as you read on).

My hands were shaking as I began to dial the number, and my heart rate increased as well as my feelings of insecurity.

The call went to voicemail and there was no response. I then left what must have been the worst voicemail in the history of real estate. My thoughts became blank and I was unable to compose a statement. I was babbling while I tried to explain my value over voicemail. Again, the wrong strategy. After hanging up, I realized that I had forgotten to leave my phone number, my name, and the name of my company.

That listing, or even a listing presentation, didn't come to me.

At that point, I made the decision to start practicing for my anxiety related to sales.

How Can We Get Over Our Fear Of Sales?

To overcome sales anxiety, you'll need to adopt a few important duties and mindsets, some of which will immediately reduce your stress levels. Who doesn't favor tactics that yield results right away?

Before diving right in, let me reiterate that at every point in their career, agents feel nervous about some aspect of real estate, prospecting, or marketing.

So, this material is for you regardless of how long you have been in the real estate business!

"To spare oneself from grief at all cost can be achieved only at the price of total detachment." Erich Fromm.

Getting Rid Of Your Sales Fear

Initially, remember that having sales anxiety does not mean that you are not "cut out for sales." In actuality, experiencing some worry is a sign that you are concerned about getting the greatest outcome for your client. It follows that you probably have good customer service skills, which is indicative of a driven individual. These are two essential elements of a successful salesperson.

The secret to getting over sales anxiety is to become detached from the result. If the client continues working with us, we won't be alarmed. After that, we stop caring about "how we appear" (or disappear).

The root cause of all sales concern is attachment to the result. If you've ever experienced a sales hot streak, you are aware of how confidence-boosting outcomes can be. You're not dependent on the result, which is one aspect of this. You're less worried about whether or not the next individual will continue because you've had enough previous great contacts.

You have no stake in how the deal turns out.

Well, it's easier said than done. Actually, there is a simple method for removing yourself from the result.

To quickly develop this mindset, see every interaction as practice. In real estate, there are several practice sessions spread out throughout the course of your career rather than a grand championship game. It's merely practice for the next call or presentation. When you internalize this notion, your fear of making a transaction goes away.

Take the next move and defeat the client: You're on the phone with a prospective buyer that you want to close. Give up trying to secure the client and just concentrate on moving them along to the next phase.

Maybe it's recommending that you spend the weekend looking at a house in this instance. Often, we concentrate too much on winning the client over when, at most, we just need to advance the process one (baby) step at a time.

Refraining from attempting to "close the sale" at every opportunity relieves your performance pressure.

Rather, set a modest objective for every conversation. Usually, it involves requesting a meeting or recommending a property for a potential buyer to inspect.

Concentrate on one small area that needs improvement: We have the feeling that every call, text, email, and social media post should be flawless when it comes to prospecting.

Give up trying to conduct a flawless sales call.

Instead, use the next call to concentrate on one area you'd like to improve. Maybe you'll focus on your enthusiasm, the questions you ask, or the way you articulate ideas. You should not worry about the others.

Naturally, you want to ace every aspect of the call, but attempting to do so at once will prevent you from getting any better.

This is a multifaceted sales strategy that is effective. Performance is enhanced by narrow focus.

Curiosity and empathy: It works wonders to be observant to the demands of your clients and sensitive to their circumstances. Your client's anxiousness will instantly subside if you stop attempting to "convert" and instead focus on understanding their thoughts.

This mental adjustment modifies the conversation's dynamics (in a favorable way).

The majority of dissatisfied customers claim that their problems stem from a failure to comprehend their wants and circumstances. What makes this better? How you handle the discussion and analysis needs to be considered.

Customers don't need to be convinced or persuaded to cooperate with us. We must comprehend their circumstances in order to offer wise advice.

Anxiety and time: Do you want to feel more stressed? Just lengthen the time that passes between considering and completing an activity.

For me, I make a list of three things I want to talk about and then I write "smile, stand-up, and dial." My attention is kept on the call's or meeting's objective by these three things. Keep in mind that one of these three things—marketing data, a comparable sale, or a listing—is always of added value.

In addition, I make sure to stand up and smile when I answer calls. studies indicate that has a favorable call impact.

You can't really think your way out of anxiousness. Instead, embrace your anxiety and complete the work. Long-term, that's how you get over these emotions.

By reading a real estate sales blog, you're doing them a favor. Most likely, you're a person who strives for continuous improvement. As opposed to someone who isn't engaged in personal development, wouldn't a client be fortunate to have you as an agent? Indeed! By contacting potential clients, you are extending a helpful hand to them. They run the risk of having a worse experience if they collaborate with someone else. You should get in touch with them.

This is a solution that can work right away. The majority of agents are confident in their ability to outwork and deliver the finest customer service, but they are unsure of their "closing abilities." Never fear that you will have to turn away a client.

Recognize that by working with you, the client is doing a service for themselves. This will boost your confidence right away.

Fitness before calls: Regardless of your mentality, it has been shown that a brief workout increases self-esteem and boosts feelings of confidence.

Cardiovascular exercise is the finest kind of exercise to boost your confidence right away. Any exercise will benefit you, but it seems that raising your heart rate for a reasonable period of time will have the biggest effect.

Go for a quick jog in the morning if you know you have prospecting work ahead of you.