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Your Challenge: 10,000 No's

By
Real Estate Agent with RE/MAX Revolution

Our RE/MAX broker made an interesting challenge to our team at the beginning of the month: he challenged us to get 10,000 NO's by the end of December! You should have heard the reactions!...

I know what you're thinking: "I focus on the POSITIVE and don't want to focus on negative NOs or that is ALL I will get. Thanks, but no thanks." (Well, maybe you should read my other blog about opening your mind to the other side of the story!) You'd be in the majority of the people in that room, but hear me out. I'm a believer and here's why:

Gold!Yes is the Destination. No is How You Get There.
What kind of crazy-huge success can we have if we try to get rejected by 20 people today, rather than try to get ONE lead? What happens if you call two people today and the first says "no" and the second says "yes!" and you've met your daily goal? Many of us may call it a day and start again tomorrow. BUT, what if we still have 19 more NOs to get today? Think of how many more YES's may happen along the way...

Say You've Failed
Why are we so afraid of failure? People use the words "adjustment, glitch, hiccup" just to keep a positive attitude, but let's call it like we see it: We all fail. Fine. Learn and move on! The more we use a word the quicker we become desensitized to it.  The sooner you accept that and CRAVE those lessons, the better off you'll be. Fail faster. Fail bigger. Success will follow.

Failing isn't the same as being a Failure
OK, we've all heard the Wayne Gretsky quote, but I'll throw it in here and get it out of the way: "You miss 100% of the shots you don't take." Think of Michael Jordan and Babe Ruth and how many times they have FAILED to win the game for their team, but are they failures? No. They go ALL IN and make success a byproduct of their failures.

Expand Your Comfot Zone
The area we feel comfortable is always in a state of flux (expansion or retraction). Are you pushing it on a daily basis? You can honestly answer this question if you can think of 5 things you have failed at in the last month. If you're not failing, you are comfortable. Put your neck out there and be courageous!

Mine for Gold
Going for NO is like searching for that Golden Yes in the ground. We dig and dig by tossing NO after NO behind us until we finally unearth that precious YES! Think of all that dirt we had to go through and there is MUCH MORE dirt than gold out there. Keep on digging!

So How's That Working For Us?...
OK, Jay, quite a story there. Show me the results! You bet I will! I've applied this to my door-knocking and I CRAVE those NOs because I know that the more I dig away puts me ONE MORE NO away from that YES! My mantra is "Thanks for that NO! That YES is right around the corner now!" I'll post results in the new year, so stay tuned!

So are you still TAKING NO FOR AN ANSWER? I hope so and then using that to propel yourself to that awaiting YES!

 

(This conversation was inspired by the amazing book, "Go For No" by Richard Fenton and Andrea Waltz. It's a quick read, less than 100 pages and you can knock it out in a sitting!)

Posted by

  Jay O'Brien, Kansas City : Social Media Guy (RE/MAX Revolution)Jay O'Brien
 
RE/MAX Revolution, Kansas City, Missouri

  www.JayTheHomeGuy.com

 

Comments (58)

Jay O'Brien
RE/MAX Revolution - Kansas City, MO
Kansas City Real Estate

@Vickie Just to be clear, the challenge was 10,000 NO's for our office team of 16, so that breaks down to about 20 NO's per person per day, every day, for the month of December. TOTALLY achievable! (maybe more like 25 per day with the holidays and such in there!)

@David Great insight! Glad she stuck it out with you!

Dec 24, 2010 02:41 AM
Laura Forman
RE/MAX AEROSPACE REALTY www.LauraSellsBrevard.com - Melbourne, FL
Your Brevard Premier Property Specialist

All I can say is "No Way" :-)  Great attitude and I wish you luck in 2011

Dec 24, 2010 02:45 AM
Brian Petrelli
The Brian Petrelli Team - Metro Brokers - Highlands Ranch, CO
MBA, GRI

Absolutely love the idea. Thanks for the next team meeting idea!

Dec 24, 2010 03:05 AM
Betsy Schuman Dodek
Washington Fine Properties - Washington DC Area Real Estate - Potomac, MD
SearchPotomacHomes.com

This is an excellent approach and one I have subscribed to for years in many areas of life. How can you succeed without a little failure along the way. We already know you can't succeed without trying! Wishing you lots and lots of success in 2011!

Dec 24, 2010 03:23 AM
Kristi DeFazio
RE/MAX Advantage - Colorado Springs, CO
Colorado Springs Rea lEstate 719-459-5468

Jay- I have used this approach before with a home based business that I was a director in. I gave my team each a sheet of 100 no's and they were to cross them off each time they got one. It really does work and motivate you to get out there. I can't wait for your follow up post.

Dec 24, 2010 03:30 AM
Angelina Clarke
Builder Services Realty, LLC - Tampa Palms, FL

Jay...I LOVE this point of view!!  I love this challenge...and I have now dedicated my 24th day of december to putting the NOs into effect!

Dec 24, 2010 03:36 AM
Craig Reeves
Keller Williams Realty Jupiter - Jupiter, FL
HIGH Information...NEVER High Pressure

Jay,

 

Great post and point of view. I look forward to reading your results. Happy Holidays.

Dec 24, 2010 03:45 AM
Robert Schwabe
Herron Real Estate - Orange Park, FL
Orange Park Real Estate

Jay - I always look at it like every time I get a no I'm one closer to getting a yes.

Dec 24, 2010 04:05 AM
Julia Hull
California Real Estate Mart, Inc. - Modesto, CA
Realtor Modesto, California

Super Post!! Reminds me of Tom Hopkins. I wish more individuals could grasp "No"....it's certainly not the end of the world. I get so mad at people that try and sell me... they push and push and push. Don't they understand when I say "No" I am actually saving them time and doing them a huge favor.

Now....if they took the time to get to know ME....instead of "the sale"....then there is a larger chance of a "Yes" Maybe not a YES right now....but certainly in the future. To the one that truly takes the time to get know ME....and MY needs not "The sale"....I do everything in my power to connect that person with someone who is ready right now.

Imagine if your 10 thousand NO's were not No's at all....but a majority of those people out there networking on your behalf?

Dec 24, 2010 04:28 AM
Brent Wells
The LivingWell Team - Prosper, TX
Dallas - Fort Worth

Jay,

Good attitude and energy, please do post up the results. It will be fun to see how it went

-Brent

Dec 24, 2010 04:42 AM
Margaret Goss
@Properties - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

That particular Wayne Gretzky quote is one of my all-time favorites - I think of it every time I need to do something that I don't want to do.  Your enthusiasm is infectious - good luck in 2011!

Dec 24, 2010 05:56 AM
Anonymous
Anonymous

I read Go For No last month.  Great book and I'm looking forward to seeing the authors at convention!

Dec 24, 2010 07:09 AM
#50
Amber Bonasoro
RE/MAX Fine Homes, Canaday Group - Laguna Beach, CA

I read the book last month after Dave mentioned it while I was in Denver.  Great read!

Dec 24, 2010 07:12 AM
Bob Willis
Berkshire Hathaway HomeServices California Properties - Orange, CA
Orange County & L.A. County Real Estate Agent

Great philosophy:  Yes is the Destination. No is How You Get There.

10,000 nos in one year would be an average of 27 a day.  Quite possible.

10,000 nos in one month would be a little more difficult, requiring 333 nos per day.  If you work thirty 12 hour days, you would have to get 27.8 nos per hour, giving you a little over 2 minutes for each phone call, introduction and rejection.

What you need is a fast dialing digit!  :)

Dec 24, 2010 07:38 AM
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

I have heard that phrase used in other not-quite-so-nice circumstances.  "No means Yes, just not now."  But in this context, yes... it's a good thing.  Good luck to you with it... and I hope it works for you.  We can all use some inspiration.

Dec 24, 2010 08:31 AM
Broker Nick
South Florida Real Estate & Development, Inc. - Coconut Creek, FL
Broker Nick Relocation Broker Service
@ Julia - What a wonderful way to develop the sphere of influence - thanks for sharing the nugget!
Dec 25, 2010 09:11 AM
Broker Nick
South Florida Real Estate & Development, Inc. - Coconut Creek, FL
Broker Nick Relocation Broker Service
@ Julia - What a wonderful way to develop the sphere of influence - thanks for sharing the nugget!
Dec 25, 2010 09:11 AM
Ruth Jones
RE/MAX Key Land Company - Centralia, WA
Managing Broker, REALTOR, GRI

I just read the book and decided to check on ActiveRain to see if any others had applied it to real estate.  I love the concept, but not sure how I would apply it.  Cold calling is a big weakness of mine!  So I am going to need details!  So if you don't mind sharing, how are you applying it.  Are you prospecting expireds for listings, or persuading buyers to get out there a buy during this buyer's market.  Are you doing most via the phone?  Where is your focus?  Any input welcome!!

Dec 27, 2010 06:42 AM
Jay O'Brien
RE/MAX Revolution - Kansas City, MO
Kansas City Real Estate

Thanks for the comments and great information sharing, all!

@Ruth  I much prefer door knocking for leads. I will host an open house on a Sunday and then door knock the Saturday before to 40-60 homes in that area to make them aware of it (mainly it's an excuse to introduce myself to neighbors and have a common topic to talk about-- the neighbor's home for sale).  Also, I mine Facebook for cold leads and just had some success with that. I also take every opportunity to turn a conversation to real estate when I meet someone new in the store, etc. They will ask what I do and I use that as a chance to tell them and ask if they know anyone that could use my services. Bunches of NOs but a few yes's in there too!

Dec 27, 2010 10:10 AM
Ruth Jones
RE/MAX Key Land Company - Centralia, WA
Managing Broker, REALTOR, GRI

Thanks Jay, I am heading out to a meeting in our office to discuss how to apply "go for no" into our career, I thought I would see if you replied, and yes!  Thank you,I appreciate your time!

Dec 28, 2010 03:25 AM