Objections. They’re the worst, aren’t they? At least that’s how you may feel when you start rocking and rolling in this business. Why can’t buyers and sellers just say yes without a sticking point? The honest answer is: because that’s not the way the world works. Here’s the thing though—long ago, I actually got to the point where I enjoyed handling objections. It became fun for me. I love what the great philosopher Nietzsche said: “That which does not kill us makes us stronger.” Instead of dreading objections, I saw them for what they really were and that was an opportunity to fine-tune my skills. A chance to get so good at dealing with objections, I couldn’t wait for one to get lobbed at me so that I could hit it out of the park.
Pay attention. Listen, some of you will be so worried about handling possible objections that it will distract you from the presentation. It’s as if during the presentation you’re just waiting for an objection that might derail you. When you’re doing that, you’re not being truly present mentally and you’re not communicating effectively with the folks in front of you. And guess what? When you worry so much about objections that your presentation is horrible, you’ll get even more objections! It’s a self-fulfilling prophecy. You’re going to have to let go of that. When you get an objection, look at it as an opportunity to become more skillful at coaching and communicating with clients and customers.
Strength-Builder. To this same point, the more objections you get early on in your career, the stronger you become because you learn from your mistakes. Warren Buffet (one of the richest people in the world) said in his autobiography, “Success is a terrible teacher because you only learn from your failures.” When my son was five years old I was teaching him how to play checkers. The first few games he obviously lost (I was a tough dad and didn’t give him a handicap), and he got frustrated. So, each time he lost, I would tell him, “Michael, don’t get frustrated because you learn from your mistakes.” Well, I think it was game seven and wouldn’t you know it? He beat me! And you know what he said to me? “Daddy, that’s okay, because you learn from your mistakes.” The kid was right. Mistakes, and what we learn from them, make us stronger.
It’s a great time to build your skill level. Make that part of your weekly plan. The stronger you are, the more confident you’ll be, and that will make you want to jump out of bed and greet the day with enthusiasm for realizing your goals.
You’ve got this. I’m here to help, with a passionate community of Power Agents® that can be there for you as well. Learn more at www.ThePowerProgram.com/NewAgentSuccess.
Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate” and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact email@example.com or visit www.ThePowerProgram.com/NewAgentSuccess.