Sales anxiety is more widespread than most people realize. Every real estate agent gets uncomfortable when they are unfamiliar with a particular activity or product type. This isn't just a problem for rookie agents. When exploring new prospecting strategies, presenting properties at different rates, or dealing with diverse client types, experienced Realtors can experience anxiety.

I recall a few years into my work when my office forwarded me a lead. When I looked up the property, I was ecstatic. It was priced above my present budget. So I planned my phone call. My strategy was straightforward: persuade this possible seller that I am the best agent for them (wrong approach, but read on to find out why).

When I began dialing the number, I noticed my hands were unsteady, and my pulse rate increased in tandem with my self-doubt.

The call went to voicemail since there was no answer. I then left what was possibly the worst voicemail in real estate history. My thoughts became blank, and I couldn't construct a sentence. I tried to express my worth by voicemail, but I was babbling. Again, the wrong attitude. I quickly hung up, realizing I had forgotten to leave my name, company name, or even my phone number.

So, no, I didn't get the listing, nor did I even get a listing presentation.

This is when I thought it was time to start preparing for sales anxiety.

How do we get over our fear of selling?

To overcome sales anxiety, a few important actions and mindsets are required; the good news is that some of these will immediately reduce your stress. Who doesn't like strategies with a quick payoff?

Before diving in, it's worth noting that at every stage of their careers, all agents are concerned about some aspect of real estate, prospecting, or marketing.

So, no matter how long you've been selling real estate, this info is for you!

"To save oneself from grief at all costs can only be accomplished at the cost of total detachment." Fromm, Erich

Overcoming Sales Fear

To begin, if you believe you have sales anxiety, don't believe you're not "cut out for sales." In fact, experiencing some nervousness indicates that you are concerned about assisting your consumer in achieving the greatest possible outcome. As a result, you're likely to excel at customer service, indicating that you're driven to achieve. These are two of the most important aspects of becoming a good salesperson.

Detachment from the outcome is essential for overcoming sales anxiety. If the client continues to work with us, we are not concerned. Then our care about "how we appear" fades (or vanishes).

All sales anxiety stems from attachment to the outcome. If you've ever had a hot sales streak, you know how positive outcomes affect your confidence. One aspect of this is that you are not bound by the outcome. You've had enough recent positive interactions that you're less apprehensive about whether or not this next person will progress.

You're unconcerned about the outcome of the sale.

Isn't it true that it's easier said than done? There is, however, a rapid technique to disconnect from the outcome.

To attain this mindset quickly, treat all of your interactions as practice. There are no major championship games in real estate, just a lot of practice sessions over the course of your career. The next call or presentation is simply a warm-up for the following one. Internalize this belief, and you will be free of sales worries.

Not the client, but the next step: You're calling a potential buyer to secure their business. Remove the urge to secure the client and instead concentrate on getting them to the next phase.

In this case, it could be proposing that you look at houses over the weekend. We are frequently preoccupied with winning over the customer when, in reality, we just need to move the process forward one (baby) step at a time.

Avoiding the temptation to "close the sale" at every turn relieves pressure on your performance.

Instead, set a modest aim for each interaction. Most of the time, it's requesting a meeting or recommending a home for a buyer to look at.

Concentrate on a small area for improvement: When it comes to prospecting, we believe that every call, text, email, or social post must be flawless.

Let go of the need to make the ideal sales call.

Instead, on the following call, concentrate on one aspect you'd like to enhance. Perhaps you'll work on your energy, the questions you ask, or the way you explain an idea. Don't be concerned about the rest.

Of course, you want to perfect every aspect of the call, but you won't progress if you strive to fix everything at once.

This is an effective sales tactic on multiple levels. Narrowing one's attention boosts performance.

Curiosity and empathy: It is magical to be curious about your client's wants and compassionate to their situation. Stop attempting to "convert" and start understanding your client's thinking, and your anxiety will reduce immediately.

This mindset adjustment alters the conversation's dynamic (in a positive way).

The majority of dissatisfied customers blame their dissatisfaction on a lack of knowledge of their position and demands. What is the solution? The strategy you take to the dialogue and the needs analysis.

We don't need to persuade or convince clients to collaborate with us. We must comprehend their circumstances and provide sound advice.

Time and anxiety: Want to raise your stress level? Simply lengthen the time between thinking about and completing a task.

Personally, I make a list of three topics I want to discuss, then "smile, stand up, and dial." The three items keep my attention on the reason for the call or meeting. One of these three items, such as marketing information, a comparable sale, or a listing, is always of additional worth.

I combine this with standing and smiling while making calls. According to studies, the call has a good influence.

It is nearly hard to reason your way out of anxiety. Instead, be worried and complete the assignment nonetheless. That is how you will eventually conquer these feelings.

You're helping them out by reading a real estate sales blog. You're probably someone who is continually seeking ways to better yourself. Wouldn't a client prefer to work with you over someone who isn't engaged in personal development? Yes! By contacting potential clients, you are doing them a favor. If they work with someone else, they may have a negative experience. You owe it to them to contact them.

This solution has the potential to have an instant impact. Most agents are confident in their ability to outwork and deliver the greatest customer service, but they are unsure of their "closing abilities." Don't be concerned about ever having to close a client.

Recognize that the client is helping themselves by working with you. This will quickly boost your self-esteem.

Fitness before calls: Regardless of your mood, a fast workout will boost your confidence and cause you to think more highly of yourself.

Cardiovascular exercise is the best way to boost your self-esteem right away. Any movement will help, but raising your heart rate over a short period of time appears to have the greatest influence.

If you know you'll be prospecting in the morning, go for a little jog before you get started.

Making a mistake has no bearing on who you are: You do not work as a real estate agent. Real estate is your profession. Making a mistake on a call, post, or even a deal does not affect the fact that you are a wonderful and deserving person. Making a mistake provides us with an opportunity to develop our craft. (Throughout my career, I've had numerous "opportunities" to enhance my craft.)

Anxiety is caused by attachment. Drop the attachment, and your sales jitters will go. You can accomplish this by realizing that you are simply pushing a client forward in a transaction and do not need to "sell" them on you at every stage.