Concern For Others In Real Estate Sales

Concern For Others In Real Estate Sales

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The majority of us underestimate how frequent sales anxiety is. Any real estate agent who lacks experience with a certain activity or product type feels uneasy. This isn't just applicable to fresh agents. Experienced realtors may experience anxiety when experimenting with novel prospecting strategies, showing homes at various price points, or working with various clientele.

When I was a few years into my work, my office gave me a lead. When I looked up the property, I was delighted. Its price was out of my current price range. I therefore prepared my call. My strategy was to persuade this possible seller that I was the best agent for them (wrong tactic, but continue reading to find out why).

My hands were trembling as I dialed the number, and my pulse rate increased along with my self-doubt.

The call went to voicemail since there was no response. I then probably left the worst voicemail in the annals of real estate. My mind had gone blank, therefore I was unable to make a statement. Over voicemail, I tried to explain my value, but I rambled. the wrong strategy once more. After I hung up, I realized I had forgotten to leave my name, the name of my business, and even my phone number.

That listing, or even a listing presentation, was not sent to me, thus no.

At this point, I thought it was time to incorporate practice related to sales anxiety.

How do we get past our fear of making sales?

The good news is that some of these actions and mindsets will immediately make you less stressed. A few key actions and mindsets are necessary to overcome sales anxiety. Who doesn't enjoy tactics that provide results right away?

Before we get started, it's important to reiterate that at every level of their careers, agents have concerns about some aspect of real estate, prospecting, or marketing.

Therefore, this material is for you regardless of how long you have been selling real estate!

"Total detachment must be paid in order to achieve the goal of avoiding grief at all costs." E. R. Fromm


Combating Sales Fear

First, remember that even if you feel like you have sales anxiety, you are not "cut out for sales." In actuality, experiencing some anxiousness demonstrates your concern for assisting your client in getting the ideal outcome. As a result, your ability to provide excellent customer service shows that you are a driven individual. These are two of the essential elements of a successful salesperson.

The secret to overcoming sales anxiety is to detach from the results. If the client continues working with us, we won't be concerned. When this happens, our concern for "how we appear" fades away.

The root cause of all sales concerns is attachment to the result. If you've ever had a sales hot streak, you are aware of how successful outcomes affect your confidence. You are not dependent on the outcome, which is one aspect of this. You've had enough recent pleasant contacts that you don't care if the next individual moves on or not.

You don't care how the sale turns out.

It's true that saying than doing. Actually, there is a simple technique to quickly distance yourself from the result.

Treating every conversation as practice can help you develop this mindset. In the real estate industry, there are just a few practice sessions during the course of your career. The subsequent call or presentation is merely a warm-up for the subsequent one. When you internalize this idea, your fear of closing sales disappears.

Not the client, but the next step: Calling a prospective buyer is part of your strategy to find one. Put less emphasis on the need to secure the client and more on bringing them to the next step.

In this instance, it can be advising you to view a home over the weekend. When all we really need to do is advance the process one (baby) step at a time, we are frequently so focused on pleasing the client.

By refraining from attempting to "close the sale" at every turn, you may perform with less pressure.

Instead, set a modest objective for each interaction. Most frequently, it involves requesting a meeting or recommending a property for a buyer to view.

Concentrate on a small area that needs improvement: When it comes to prospecting, we believe that each call, text, email, and social media post must be flawless.

Give up trying to conduct a flawless sales call.

Instead, concentrate on one aspect you want to enhance in the subsequent conversation. Perhaps you'll work on your attitude, the questions you ask, or the way you express ideas. Don't worry about the other stuff.

Even while you naturally want to perfect every aspect of the call, trying to do so at once will prevent you from progressing.

This tactic for closing deals works on several levels. Performance is enhanced by narrow focus.


Curiosity And Empathy: It works like magic to be interested in your clients' wants and sympathetic to their situation. Anxiety will vanish once you stop attempting to "convert" and start comprehending what your client is thinking.

This cognitive shift alters the conversation's dynamic for the better.

The majority of dissatisfied customers claim that their problems stem from a lack of comprehension of their wants and circumstances. How is this resolved? How you go about the needs analysis and dialogue.

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


Time And Worry: Want to feel more stressed out? Simply extend the time between considering a task and completing it.

For myself, I prepare three points I want to discuss before I "smile, stand up, and dial." The three things help me to maintain my attention on the call's or meeting's goal. Keep in mind that one of these three items—marketing data, a transaction that is comparable, or a listing—always has extra value.

When I make calls, I do this while standing and grinning. Studies demonstrate favorable effects on the call.

You can hardly ever rationalize your way out of nervousness. Instead, experience fear and complete the task nevertheless. That is the long-term solution to getting past these emotions.

You're helping them out by reading a blog about real estate sales. Most likely, you're a person who constantly strives for improvement. Not having someone who isn't engaged in personal development as an agent would not be fortunate for a client, would it? Yes! By contacting potential customers, you are doing them a favor. They might have a poorer experience if they collaborate with someone else. Reach out; you owe them that.

This remedy has a quick-acting effect. The majority of agents are confident in their "working abilities," but they are unsure of their "closing abilities." Never be concerned about having to terminate a client.

Recognize that by working with you, the client is benefiting themselves. Your confidence will soar as soon as you hear this.


Fitness Before Calls: No matter your frame of mind, a fast workout will boost your confidence and is proven to make you think more highly of yourself.

Cardiovascular exercise is the finest sort of exercise to instantly boost your self-confidence. Any kind of exercise will be beneficial, but raising your heart rate for a tolerable period of time seems to have the biggest effect.

If you know you will be prospecting in the morning, start your day with a brief jog.

Making a mistake doesn't change who you are: In no way are you a real estate broker. Your career is in real estate. Even if you mess up a call, a post, or a sale, you are still a wonderful and deserving person. A mistake is a chance for us to get better at what we do. (Throughout my career, I've had a ton of "opportunities" to develop my skills.)


Conclusion: Anxiety is fueled by attachment. Drop the attachment, and your fear of closing a sale will go away. You can do this by realizing that you are merely advancing a client's transaction and that you do not need to continually "sell" them on you.