A rookie agent had three transactions fall apart in one evening. Trying to pull herself together, she asked: “What did I do wrong?”
The mere thought of failure may make you want to run away from this career and do something safer. But as it happens in life, time passes and things get better.
Here are a few life lessons about staying strong through rough patches in real estate.
- Enjoy the wins, but don’t take the losses personally. If you’re focused on the “glamour,” the showings, the branding, the opportunity to design your life and business, you may not realize that sales can also be hard and full of rejection. Remind yourself not to take it personally. It’s difficult, especially when you want people to like you, but remember that most leads and potential clients may not even know you. To them, you’re just another real estate agent. First, try to make peace with that, and then try to change their minds.
- Strive for something more than awards. It feels really, really good to be recognized for your hard work, especially when you’re new to the industry. But stay focused more on how to provide the best possible service to clients rather than how you can get your name on the map.
- Recognize when things are beyond your control. You want every single client to make it to the closing table, but in reality, transactions fall apart all the time. Learn to step back from each situation and understand that a sale will work out in the end if it is meant to. By now, you may have had plenty of buyers and sellers whose deals didn’t come together, either because the buyer got cold feet or the seller had a change of heart about selling. There’s nothing you can do about that.
- Take a break. It can be healthy to step back from your business during rough patches, and surround yourself with friends and family. Take your mind off business, until you can come back 100 percent committed to your business.
- It’s not about you. Ultimately, a career in real estate is a career in customer service. It’s about putting another person’s needs ahead of your own. Sometimes, we get wrapped up in our brand and sales volume and blah blah blah. You may scroll through social media and envy other agents’ new listings. But when you stop thinking about you and focus on truly serving your clients, the negativity may go away. There is no better feeling than calling a first-time buyer to say their offer was accepted on their first home. That is why we do what we do. –Melanie Stone