Empowering Professionals: I told her that the more she lead generates, the more "no's" she will get... ???

I told her that the more she lead generates, the more "no's" she will get... ???

No's Strange huh?  Or is it that strange?

We tell (or we are told) to lead generate, lead generate, lead generate...  Day after day after day.  The more we lead generate, the more likely we will increase our business.  Get to that yes, yes, yes...  That we have to go through no's to eventually get to a yes.  We hear this...  We know this.

If we are idle with our lead generation efforts, we have then become comfortable with doing nothing.  And doing nothing is sometimes pretty comfortable.  When we finally get off our butts, everything becomes hard...  Maybe even harder than we remember?

When we think of the goals we want to achieve next month or next year or whatever, we think of the appointments we have to set.  Or the calls we need to make, or the listing appointments we have to go to or whatever...

Sometimes we forget that when we go searching for those "yes's" it comes with a lot of "no's"...  And if you have big goals, that it means a lot of "no's"!!!

So when you go searching for that next level on your path to achieving whatever goal you are trying to reach...  Know that you will wade through a sea of "no's" on your way to that yes.  Getting no's can be discouraging... Sometimes so bad, that we just want to stop doing it.  Most of us just don't really appreciate rejection like this.

We start to think that we are losers, and failures from all these darn no's we are getting.  Just don't loose sight of the fact that no's are a part of the game.  If you are getting a lot of no's, then you are actually doing it right!  It means you are lead generating, and that is what separates average from above average!

So know this...  Every no you get, is one step closer to a a yes!

-Chris

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Chris Alston

 

Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014

408-850-6955

408-850-6956 fax

calston@kw.com

www.LivePlaySiliconValley.com

 

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Comment balloon 113 commentsChris Alston • October 07 2011 01:40AM

Comments

You are corect and we who lead generate know that the no's are there everyday.

Posted by Tim Lorenz, 949 874-2247 (TIM LORENZ - Elite Home Sales Team) about 8 years ago

Awesome post Chris!!! I could not agree more with you! It is all a numbers game, and in sales you have to be prepared to take a lot of rejection. Just make sure you have something good to say and be prepared to say it to 100 people before you get one that is ready to listen. You just have to keep doing it.

Posted by Stacey Smith, Your Orange County Beach Cities Realtor (Keller Williams Realty) about 8 years ago

Tim - Yeah, I am soo with ya!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

I agree with Stacey.  I think the average is about 100 No's to get to a yes.  You have to have a thick skin in this business if you plan on surviving.

Posted by Doug Bullwinkel, Mortgage Loan Originator NMLS #281609 (Envoy Mortgage, NMLS 6666) about 8 years ago

Stacey - Whtaever the number is, you are so right.  There is some number that you need to reach to get to that yes!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Doug - So true!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

There will be No's, but I have seen lately... it's just a game. Buyers especially just think it's ok to say, "yes" at first to everyone that has a number and name and call us all. Thinking it's a "yes". Not knowing the proper stages of hiring a Realtor(R). The Yes, then turns into a NO at times......

Posted by CA COASTAL ESTATES Lauren Selinsky Perez CRS, "Your Real Estate Broker" #oclauren (California Coastal Estates) about 8 years ago

Are you saying... "You have to kiss a lot of frogs before you find a prince?" (or princess, of course)

You are so right. I believe it was Jim Rohn who said "Some will, some won't" and you can't allow that to stop you from reaching out to the next one.

Posted by Marte Cliff, Your real estate writer (Marte Cliff Copywriting) about 8 years ago

Hi Chris, - Yes, the more No's you receive will eventually bring you to the point of receiving more Yes's. And you can not take the No's personally, it is a part of the business.

Posted by Carlotta Remong (Berkshire Hathaway HS N.E. Prime Properties) about 8 years ago

Hi Chris, we have to hang tough in there as you never know when that yes will come.

Posted by Ronald DiLalla, No. Orange Cty Real Estate (Century 21 Discovery DRE 01813824) about 8 years ago

Very true there but I still don't like to hear no! I started doing mailings instead of phone calls! At least that way I don't hear the no! Good webinar by the way! I have to listen to it again after you put the recording up! 

Posted by Rosalie Evans, The Evans Group, Sioux Falls, SD Homes For Sale (Meritus Group Real Estate) about 8 years ago

Chris, There are sometimes I'd actually prefer to hear No from them :)  It's rare, but there are circumstances where you look at everything and know a Yes probably wouldn't be productive in the big picture.

Posted by Liz and Bill Spear, RE/MAX Elite Warren County OH (Cincinnati/Dayton) (RE/MAX Elite 513.520.5305 www.LizTour.com) about 8 years ago

Chris, you seem to embody the KW Culture. I guess that's what makes you an excellent Team Leader!

Posted by Patricia Feager, MBA, CRS, GRI,MRP, Selling Homes Changing Lives (DFW FINE PROPERTIES) about 8 years ago

Your words of encouragement speak to the heart of real estate: If you don't have enough appointments...then you're not doing enough lead generating. And if you can't handle the "no's" that come from lead generating...then you're probably better to choose another career.

Posted by Ken Brandon, Camp Lejeune, Jacksonville, NC (Coldwell Banker Sea Coast Advantage (Jacksonville, NC)) about 8 years ago

That's just Salesmanship 101, Chris. Goes along with every no is $10. in your pocket.

Posted by Toni Weidman, 20+ Years Selling Homes in New Port Richey, FL (Sailwinds Realty) about 8 years ago

Hi Chris -

No -No -No - Yes!

Very motivational.

Best regards from The Q

Posted by John McCormack, CRS, Honesty, Integrity, Results, Experienced. HIRE Me! (Albuquerque Homes Realty) about 8 years ago

No handled properly becomes maybe.

Posted by Doug Rogers, Your Alexandria Louisiana Agent (Bayou Properties) about 8 years ago

Great point Lauren!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

So true Marte!!!  I like it!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

So true Carlotta!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

You ar right Ronald!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Thanks Rosalie! You know, there really is no right or wrong way to do anything.  So you keep doing what is bringing you awesome success!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

BLIZ - I know what you mean!  I kinda like hearing the  no sometimes too.  When you think if they said "yes" it would be such a _______ time...  :)  Great point!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Chris- I agree with Bliz- sometimes you prefer a "no", haha!  You do have to hear a lot of 'nos', but if you stick around long enough, the 'nos' from one person will become 'yes' from that same person.  Been there myself!  You also become very adept and hearing the 'maybe' or 'not now' behind the no, and the 'never in your lifetime' behind the other nos.  Great post!

Posted by Jennifer Prestwich, Madison & Co Properties (Henderson, Thornton, Broomfield and Westminster) about 8 years ago

Aww shucks Patricia...  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

ken - Interesting point...  Or maybe more referral based lead gen...  But that can be kind of expensive!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Toni - I love the saying!!!  Good stuff!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Thanks John!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Doug - great point!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Thanks Jennifer!  Yo do get to see what the no's end up really meaning...  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Chris, this is so true!  Just when I get discouraged about the no's I usually come up with a yes (in the nick of time)-LOL

Posted by Erika Rogers, St George Utah Real Estate & Relocation Specialist (Red Rock Real Estate ~ Southern Utah's Largest Independent Brokerage) about 8 years ago

Erika - I hear ya!  It's like getting your mojo back!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Very true Chris.  Thanks for the reminder.  I dread "no", but must focus on the eventual and inevitable "yes".

 

Posted by Former Agent (None) about 8 years ago

Aimee - Yup!  :)  You are sooo welcome!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Chris, no's are just part of the territory...you know if this was easy then everyone would be doing it...of course the one's that think the life of a Realtor is all roses are usually the one's first out the door looking for other employment...can't have thin skin and make it in this business.

Posted by Nick T Pappas, Madison & Huntsville Alabama Real Estate Resource (Assoc. Broker/Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, @HomesBirmingham & Providence Property Mgmnt, LLC Huntsville AL) about 8 years ago

Nick - You are soooo right, and I do see that!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Chris, I like your quote " every no you get, is one step closer to a yes" and it is true.

Posted by Kwee Huset, Venice Florida Homes For Sale (Kwee Huset Realty) about 8 years ago

The more "no"s you get the closer to a "yes " you are. It is a numbers game just like every thing else.

Posted by Karen Richards (Keller Williams Realty Allen) about 8 years ago

Chris,

You're hitting me in a sore spot, man! That's ok because I really need to hear it. Time to get off my butt and get busy!

Posted by Scotti Jowers, Realtor - West Monroe, Louisiana Homes for Sale (CENTURY 21 Shackelford French, Search West Monroe Homes ) about 8 years ago

you are so right - but that's hard to hear.  NO, NO, NO, NO . . . and hopefully so a YES.  Thank you for your post!

Posted by Joy Daniels (Joy Daniels Real Estate Group, Ltd.) about 8 years ago

The hard part to remember is more often then not, they're not rejecting you, they just don't need your services.

Posted by Nancy Pav, Nancy Pav, Your "GottaHave" Realtor (Century 21 Redwood Realty) about 8 years ago

Lead generating is all a numbers game. You have to have more to get more...

Posted by Donna Harris, Realtor,Mediator,Ombudsman,Property Tax Arbitrator (Donna Homes, powered by JPAR - TexasRealEstateMediationServices.com) about 8 years ago

You are right, people should celebrate the No's as a step in the right direction on the path to yes!!!

Posted by Mary Macy, Top Agents Atlanta Metro (Top Agents Atlanta Metro) about 8 years ago

or...you can stop being an irritant by pushing yourself in peoples faces and practice "Pull" not "push."  You won't get as many clients at first, but you won't be so irritating to the general public.  This is how we get a bad reputation.

Posted by Ruthmarie Hicks (Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605) about 8 years ago

I'm with Bliz. Sometimes you go to the appointment and you just know that the home is going to be too difficult to sell. That's when you're happy you got a no.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) about 8 years ago

When I first started in the business, I went through the "no's" like a hot knife going through soft butter.  I started getting business and was busy with them and put the prospecting side on hold.  When I was closing deals and my number of listings started to get low I went to start prospecting again and found if harder to deal with the "no's".  It took me by surprise the difficulties I had with the "no's".  Then I got my head out of my back side and started prospecting hard again.  I'm doing great because of it.

Posted by Steve Warrene, Pittsburgh Real Estate Investment Specialists (Your Town Realty) about 8 years ago

I agree with Ruthmarie, that kind of manual prospecting is not only soul destroying but's it' also ineffective and annoys people too. There are much better ways to generate leads without letting all that negativity into your life, constantly having to force yourself to carry on through the misery.

And I'm not necessarily disagreeing with your point about having to endure 99 nos to get one yes, there are just more pleasant and more efficient ways of getting through those "nos". For instance, my Google ads have a 3% Click Through Rate which means that 97% of all people that see my ads reject me. Of the 3% that do click through to my IDX websites, 7% of them register as a lead, meaning that the other 93% of them reject me. And 1% of those leads convert into buyers meaning that the other 99% reject me. 

That's a lot of rejection I'm experiencing 24/7 but none of it is allowed into my life so it doesn't bother me. You should let the automated systems handle the stress and the wasted time of the "nos" and you only step in to talk to the people who actually want to talk to you.

Posted by Adam Todd (LeadTrader PRO) about 8 years ago

Hi Chris,

Thanks for sharing.

That's a good way to look at things.

The no's means I'm doing something right.

Have a wonderful weekend

Posted by Digital Digital, full service about 8 years ago

Babe Ruth struck out more than1000 times. it is a nunmbers game. And rejection is a part of sales. 

Posted by J. Philip Faranda, Broker-Owner (J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY) about 8 years ago

Chris,

I give myself points for doing things, and one of the things that gets extra points is getting 10 NOs.  It means I'm working!

Mike in Tucson

 

Posted by Mike Jones, Mike Jones NMLS 223495 (SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) ) about 8 years ago

Chris if I have to get 100 or more No's before I can finally get that Yes then that's what I have to do. Nothing is easy in Real Estate. We have to always remember that Real Estate is a Lead Generating business. While we are lead generating,you are going to get some No's. But you shouldn't let the No's discourage you. Thanks for the remainder Chris.

Posted by Lanre-"THE REAL ESTATE FARMER" Folayan, I don't make promises.I deliver results.SOLD HOMES (Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC) about 8 years ago

OK, Chris, you stole my thunder at the last line :) Frank worked for IBM out of college and their hallmark saying was, "Every no is that much closer to a yes." He told me that when I first joined him in real estate. I still remember it everytime someone says no.

Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) about 8 years ago

Your point is well taken and very true.  It also means more times that YOU will have to say "no" to those leads that really just aren't going to work out.

Posted by Mark Delgado, Benicia and Vallejo, Property Management, rental h (houses for rent, Solano County & Glen Cove) about 8 years ago

Yep Chris, the more you times you ask the more no's you will get, the more yes's you will get too

Posted by Susan Goulding, Northern CA - Tracy & Mountain House Real Estate (Crown Key Realty, Tracy & Mountain House Real Estate) about 8 years ago

I agree Kwee!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

I agree Karen!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Well sure, when you put it that way, it makes sense Chris. I guess a lot of no's means you are doing well?   :)

Posted by Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366, General Contractor, Dry Rot and Water Damage (Dry Rot and Water Damage www.tromlerconstruction.com Mobile - 916-765-5366) about 8 years ago

Great reminder, Chris!  I worked for IBM for almost 12 years and that was something the sales team would hear on a regular basis!

Posted by Kerry Lucasse, Your Urban Nest Atlanta Real Estate Consultant (eXp Realty - Urban Nest Real Estate Group) about 8 years ago

Go get 'em scotti!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Thanks Joy!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Good point Nancy!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

You are right Donna!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

So right Mary!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Ruthmarie - Thank you for your comments.

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

I agree Tammie!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

Great story STeve!!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

I just hate the no's. I'm such an "I". I really have to make sure my "D" comes to work with me.

Posted by Sherry Chastain, Realtor, Selling Homes, Lake Properties,Luxury Homes,Short Sales (Hendersonville, Nashville, Old Hickory, Lebanon Tennessee) about 8 years ago

The No's are hardly ever personal, but are the consumer's way of saying Wrong House,Dude ! *L*

Posted by Michael J. Perry, Lancaster, PA Relo Specialist (KW Elite ) about 8 years ago

Great post and totally true. You have to keep reminding yourself to not take the no's personally and move on to the next lead. Some "no's" will lead to future yes's if you keep in touch with people periodically and keep your name top-of-mind with a few touch points every once in a while.

Posted by Charlie Dresen, Steamboat Springs, CO e-Pro (Steamboat Sotheby's International Realty) about 8 years ago

There is the "extra" edge you can use while lead generating . . preparing your list and refining it so you can hear less NO's and more YES's

I see a lot of agents dive into lead gen like trying to win the lottery and soon after they are burnout. 

It is a combination of persistence. .and the quality of your list

Posted by Fernando Herboso - Broker for Maxus Realty Group, 301-246-0001 Serving Maryland, DC and Northern VA (Maxus Realty Group - Broker 301-246-0001) about 8 years ago

Chris, this is so true. Tom Hopkins would say he loved rejection. For every 'No' he got, it just got him that much closer to a 'Yes'.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA about 8 years ago

Hi Chris - Lead generation is a numbers game.  Once that is understood, one will understand that the "no" responses are required to get to a "yes".

Posted by FN LN about 8 years ago

Loved your post!  I needed your inspiration today, and the reminder that lead-generation is an on-going, daily task.  I don't have problems with the no's so much, as running out of ways to lead-generate!  Any suggestions other than the norm...expired, FSO's, database, door-knocking?  Calling is pretty much out today. Keep up the good work, you are appreciated.

Posted by Brenda Starr about 8 years ago

Good points.  The danger I see today is that so many of us get wrapped up in technology and delegate too much to our automated systems.  I've always been extremely successful with lead generation, and during the boom, if I got 100 buyer leads in a month and 5 called me after filling out a form on my site, I'd only work with those five and leave the other 95 on the table.  My skills got rusty and I got lazy, and when the market turned and the leads dried up (relatively speaking, I still got leads but it might have dropped to 20-30 a month) it was tough for me to get back into the "prospecting" mode and work them.  Learning how to combine new school lead generation with old-school sales skills literally saved my business.

The great thing about doing lead generation right, is that while you hear more "nos", you also get to tell many of these leads "no" at the outset.  In fact, I just did it this morning right before I read this post.

Posted by Chris Cassidy (Cassidy Real Estate Partners, Inc) about 8 years ago

Great dialogue.  And remember that sometimes a no really isn't a no, but a just not ready yet!  

Posted by Susan Lehmkuhl, Associate Broker (Buy and Sell Smart Realty, LLC) about 8 years ago

Chris I think it was Zig Zigler YEARS ago that had us counting our no's ~ as a means to "know" we were getting closer to a sale...  Thanks for the reminder and congrats on the feature 44 Featured Posts...
Pamela

Posted by Lee & Pamela St. Peter, Making Connections to Success in Real Estate (Berkshire Hathaway HomeServices YSU Realty: (919) 645-2522) about 8 years ago

Ditto! Well said Chris! Agree with you 100%

Posted by Kate Smith, ABR, CRS, E-Pro,TRC, LHM, SFR, CD (Brosda and Bentley Realtors- International Fine Realty) about 8 years ago

Thanks for the motivation this morning. My plan is to go door-knocking today with some great new postcards I put together.

Door Knocking

Posted by Ed Borne (Transitions Realty) about 8 years ago

Chris, didn't someone say that a person has to say "no" seven times befor it really is a "no"?  Never give up, but plant the seed...thanks or th reminder!

Best

Jo Ann

Posted by Jo Ann Poole about 8 years ago

And then there are the 'not now, but maybe in a year or so's. Getting your name out there is just as important for later business.

Posted by The Derrick Team - Indy Metro Realtors, Your Pet Friendly Realtors (Carpenter Realtors) about 8 years ago

This is a prime example of how Chris Alston motivates real estate agents all across the states! Thank you, Chris!

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (101 Main St. Realty) about 8 years ago

The best day is when you get "yes" "yes""yes". While it is a numbers game, we can sometimes be our worst enemy. If we believe that to get to a Yes, we must endure a number of Nos, then that is what we will get.

Posted by Linda Urbick, Selling San Ramon Valley - 925-786-5132 (RealtyOne Group) about 8 years ago

You must not be emotional when you are in sales, so getting rejected is going to occur regardless of how great your offer is, the solution to your client and their benefits. Next and learn from your experiences.

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) about 8 years ago

My favorite aprt of getting a "no" is that I know I'm one step closer to the next YES!!!

 

Jerimiah Taylor

Tucson Arizona Homes and Real Estate

Posted by Jerimiah Taylor (Keller Williams Southern Arizona ) about 8 years ago

I see a "no" as just a step towards a "yes", and another bit of learning to tuck under my belt.

Posted by Allen 2222 about 8 years ago

Chris,

I think it was trainer Tommy Hopkins who said every "no" gets you closer to a "yes."  Also, not from Tommy Hopkins, Babe Ruth struck out more than anyone else.  I'm not sure that's true, but it sounds good.

Posted by Lloyd Binen, Silicon Valley Realtor since 1976; 408-373-4411 (Certified Realty Services) about 8 years ago

You have it right.  Lead generate everyday(1-3 hours a day) and it will lead to more business than you can handle and then you refer, refer, refer.  Great situation to be in.  Yes you will get 10 no's to every yes but that makes it worth your while.  Work your sphere ere and you shall be rewarded.

Posted by Ric Mills, Integrity, Honesty, and Vast Real Estate Knowledge (Keller Williams Southern Az) about 8 years ago

Every no leads us closer to a yes... unless we get to the yes... first..  which often happens. It doesn't happen at all if we don't start. So... the sooner you start the sooner you get the yes.

Posted by Juan Bassett, GRI (Long & Foster) about 8 years ago

Great post .... A thick skin is good to have in this business - you can't take the inevitably no's personally 

Posted by Karen Bernetti about 8 years ago

I could not agree more with you! It is all a numbers game!

Posted by Hector Reyes, Southern California (NHNR) about 8 years ago

I've gotten a lot of "no" responses over the years either directly or indirectly.  After a while, you get a thick skin and press on.  As salespeople, we have to keep pressing forward and measure our success not in the no's but in how many happy clients we have.

Posted by Bryan Robertson about 8 years ago

When you know your numbers (calls to appoinments, appoinments to sales) you don;t mind hearing a no, because a yes it coming up soon...

Posted by Scott Fogleman, New Home Team (New Home Team 804-573-9592) about 8 years ago

This is a tough business and handling rejection well is a must if you want to survive.

Posted by Bob Zorechak - ABR, GRI, e-PRO, Sells Homes in Morris/Somerset/Hunterdon Cos., NJ (Keller Williams Realty Metropolitan) about 8 years ago

Chris, this is truly a motivational post! Rock on!

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) about 8 years ago

Every "no" brings you one step closer to a yes.

Posted by Lucien Vaillancourt, Jacksonville Florida Real Estate (Native Sun Realty, Inc.) about 8 years ago

Thanks for your comments Adam.  We all need to do the types of lead generation that we enjoy doing.  And not put our own beliefs on others.  What I mean, is not all people find aggressive sales annoying. 

Just find what it is you like to do, and do it better and better and better every day!

 

I do appreaciate you reading the blog today, and giving us your voice! :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago
Chris, Great words of encouragement! I love "Every no you get, is one step closer to a a yes!" Thanks so much!
Posted by DeeDee Riley, Realtor - El Dorado Hills & the Surrounding Areas (Lyon Real Estate - El Dorado Hills CA) about 8 years ago

No no NO NO no no no no no NO No way NO no no no no no no NO!  No no no!  Hell NO!  No no no  no no no no no.   yes.

Great post!

Posted by Kathy Schowe, La Quinta, California 760-333-8886 (California Lifestyle Realty) about 8 years ago

Chris - This is a good reminder as we can sometimes get mired in the negative of getting a no.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) about 8 years ago

If you don't hear "no" more than you'd like, you must not be trying hard enough.

Posted by Jim Hale, Eugene Oregon's Best Home Search Website (ACTIONAGENTS.NET) about 8 years ago

 

 

This nose knows no’s!

 

 

This Nose

Posted by Steven Pahl, Real Estate Consultant Tampa, FL 813-319-6423 (Keller Williams Tampa Properties) about 8 years ago

you got it Chris, No's is really a sign of success...

Posted by Terkel Sørensen, Realtor, 951.805.0773 , Bank owned and Short Sales (Real Estate Places) about 8 years ago

Chris, I once caluated what a no was worth!  If you have to make 20 calls to get one yes and 1 list appoint.  I think it came out to be ~$5.  Then I asked the call reluctant KWer "if I offer you $5 for every "no" call would you make them?"  Who wouldn't?

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) about 8 years ago
Handling rejection definitely takes some thick skin. I have found that calling my sphere reduces the amount of hard closes and makes the "no's" not so bad.
Posted by Karen Feltman, Relocation Specialist in Cedar Rapids, Iowa (Cedar Rapids/Iowa City, IA KW Legacy Group) about 8 years ago

Dear Chris,

If you get an especially vicious "no" or a whole bunch of mean ones at once, you may have to lick your wounds for a minute, but then get back up and into the game again. If it were that easy, everyone would be a Realtor, no?

Posted by Dörte Engel, ABC - Annapolis, Bowie, Crofton & rest of Maryland (RE/MAX Leading Edge) about 8 years ago

Wow, so many ideas!  I am enjoying reading everyones comments!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) about 8 years ago

So very true! Thanks for the kick in the pants and renewed sense of energy. 

Posted by Theresa Bonin (RE/MAX Valley Properties) about 8 years ago

You cannot take it personal.  Put them on a drip campaign and some of those no's turn into yes down the line.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) about 8 years ago

Every no is a step closer to a yes~ is the glass half empty or half full, is it a bummer it's raining today or is it great because my plants really need the water...ah yes, it's all about attitude and personal perception. Let's get out there and get the NO's out of the way:)

Posted by Elisa Uribe Realtor #01427070, Opening the Doors to California Homes -East Bay (Golden Gate Sotheby's International) about 8 years ago

I totally get what you are saying. Sometimes when I am slammed with a lot of business and beating the pavement for new buyers and sellers, it feels as though I go through more appts that won't work out.

Posted by Sandy McAlpine, Search Lake Norman Homes For Sale - Lake Norman NC (RE/MAX EXECUTIVE) about 8 years ago

"So know this...  Every no you get, is one step closer to a a yes!"  Exactly.  This is a tough job and we do have to have thick skin and get past the no's. - Kasey

Posted by Kasey & John Boles, Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties (Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com) about 8 years ago

It takes about twenty no's to get to one yes. Stick to it. They are out there.

 

Posted by Jayson Holland, Jay Holland (Listings.com) about 8 years ago

http://www.soozone.com/     ometimes we forget that when we go searching for those "yes's" it comes with a lot of "no's"...  And if you have big goals, that it means a lot of "no's"!!!

Posted by ting almost 8 years ago

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