Over the years, I have had the good fortune to help by mentoring other agents. And when I do get that call asking for advice about a toxic client, a deal that fell through, an agent-to-agent kindness impaired situation, a lost listing, or some other stressful situation, how do I assess the situation and give advice.
Sometimes it just takes a listening ear.
But for some agents, paralyzed by a loss of a transaction, they dwell on it for weeks. Unable to move on.
Everyone has disappointments, and I wonder if you ever really GOI? They are the transactions you remember. And they are not the smooth, easy ones.
Some people only take on easy sure things. I remember an agent who bragged, they never had a listing that didn't sell. (A quick MLS search proved this was not so.) How were all those withdrawals explained?
When I first got into RE over 30 years, one of the company's owners made a memorable statement:
"If you don't have 20 percent fall throughs, you are not trying hard enough."
That was a shock to me. What did he mean?
He was telling us to get out there, list, list, list, sell and repeat. Take a chance. If your fall-through rate was zero, you had little business, afraid to take on a challenge.
But when taking on that challenging owner and or property, your work is cut out for you. You try new ideas, seeking ways to be a matchmaker. You give it your all and face it, they don't all end up at a successful closing.
Know when to hold 'em and when to fold 'em-like that old game of poker.
Some never Get Over It.
Learn how to say NEXT.
For me it is the challenge of selling unique, unusual homes that other agents may have not had success with—finding the sweet spot in advertising, vetting out who shows, and then making sure the property could match. Buyers and agents are informed of the home's uniqueness, knowing it's not necessary to show everyone who requests an appointment.
But when you have given it your all, move on. Let it go. Take on another challenge.
Upset, a little. Disappointed, yes. Defeated, not even close.
You have chosen this niche. You learn from every experience, and most importantly, you know how to say NEXT.
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