Ninja Selling Podcast What Happens When People Don't Call You Back?
On today's episode, Matt and Garrett chat about what to do when you reach out to someone and they fail to call you back, or worse, a potential buyer lists with another agent. Our hosts explain why you should never take this personally, and offer their advice to stay in flow with that person, continue reaching out, and maintain a positive attitude as you shift your energy toward finding the next five (or fifty) deals rather than getting fixated on one lost transaction. They also discuss what your true goal should be when it comes to reaching out to people, the power of the "ask," taking scarcity off the table and what to do when buyers disappear.
While ghosting in the real estate world can indeed be frustrating, you never know what is going on behind the scenes, and it's important to keep your focus on building genuine relationships as they may still lead to other transactions down the road. As you'll hear, holding onto negative energy will only discourage people from wanting to work with you or refer your name to others. If you can remain objective and considerate should people decide not to work with you, this will leave a lasting impression of professionalism that they'll be sure to remember the next time they're in need of a real estate expert.
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Episode Highlights:
- What to do when you reach out to somebody and you don't hear back
- Do not take it personally; continue calling on a personal basis - eventually this may open the door to business conversations again
- Sometimes people are just too busy to call back, but they will still appreciate the gesture
- Goal is building relationships and maintaining flow, not necessarily getting calls back
- What to do when clients list with someone else
- You may not have all the information they're dealing with
- Don't get fixated on one lost transaction - celebrate with them and apply that positive energy to finding the next five (or 50) deals
- Negative energy will affect referrals as people will not want to work with you
- When buyers disappear, there could be a major issue going on behind the scenes that they do not feel comfortable sharing (divorce, death)
- Stay in flow with them and continue to reach out; they may come back to you in the future
- The one phrase you can use to gain closure and leave a great impression
- Be direct and professional
- Take scarcity off the table
- Understand the power of the "ask"
Quotes:
"We reach out to new people. And what happens when they don't call back?"
"One of the agreements is, Don't take anything personally. And I think that's very important when it comes to this business."
"Our job is to focus on relationships, build relationships, maintain relationships. Their job is not to pay attention to us. They've got other stuff that they're doing."
"We would love to have the response back. But that's not always the win - to have the response back. It's to make a good touch in somebody's life."
"Unless this is somebody in your database that you don't want to be in flow with, do not stop being in flow with them. They appreciate you reaching out - unless it's that sales pitch all the time."
"You've got to stop and think about all the moving parts that made them make that decision not to come work with you."
"You can't take it personally...because there's plenty of business out there for everybody. So if you're going to focus on that one deal that went away from you, you are wasting energy that could be spent on attracting five more deals."
"When you take it personally, you amplify this negative energy, which also becomes an affirmation."
"If they do a good job, that's going to benefit you in the long run. Appreciation is a good thing."
"When you say, I don't want to hound you, and obviously you're busy and you've got stuff going on, and you shut that down, that's when they go, Oh, my goodness, and they pick up the phone. It works extremely well."
"It highlights that you're a professional with a process. And I think people respect that."
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Matt
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