Learning to say “No” went against the grain of everything I’d been taught, but it needed to happen if I wanted the kind of success I have now.
Can you really INCREASE your income by saying NO to clients?
Sounds counterintuitive right?
But here’s the truth. When I finally mustered up the courage to say a big fat No to certain clients, a weight instantly lifted. You should try it sometime.
In real estate, we’re taught to say Yes.
Yes to anyone with a house to sell or (in my case) a property to buy. Saying Yes has become our default setting and as women, I believe this has been the narrative drummed into us since we were little girls.
So the thought of saying No is an unfamiliar concept and sure, I get it! It’s taken me 40 years to feel comfortable with “No” being a full sentence with zero explanation.
The first time I declined a paying client felt strange and awkward.
But at the same time, the rush of power and self-satisfaction that came over me after I put the phone down was a feeling I knew I wanted more of.
Knowing I had turned down a world of upcoming pain, frustration and possibly even a lawsuit (yep, these were the suing kind) was a huge weight off my shoulders.
The lost fee? A phantom income that never really existed.
Because let’s be honest, with all the blood sweat and tears I would have put into this deal and these clients, it would never have been worth it.
Have you ever felt like this about a client?
You get to the end and realise your fee was not nearly enough to cover the emotional toll this experience placed on your psyche and wellbeing.
I’m done with that, and as a high-value professional, you should be too.
Here’s why you actually earn more when you say No to the wrong clients.
It’s not the income you lose. It’s the energy you gain.
By not having to manage difficult clients, we open ourselves up to saying Yes to those who truly value us, listen to our advice and hence, make us feel good inside. The types who reinforce why we do what we do because they appreciate how our expertise has helped them through a challenging and perhaps even stressful time.
These clients are the ones who pay our full fee (never guilting us into discounting) and refer others in their network who share the same values. Aka more dream clients.
Over time, the result is this.
More ideal clients paying a premium to work with you because you have the bandwidth to deliver a high-class exclusive service. Your reputation skyrockets, referrals come with ease because you’re now known for being the best in your space. Rinse and repeat.
If this is the direction you want to take your real estate business / career in, my Masterclass for Women in Real Estate details the steps I took to shift my mindset from volume to niche and attract the best of the best clients. You can explore the course curriculum HERE.
MEET THE WRITER
Hi, I’m Wendy.
I’m a storytelling writer, champagne lover and Luxury Buyer’s Agent based in Brisbane Australia. I share my journey as an independent real estate professional and self-made career woman. MY STORY
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Wendy Russell is a Luxury Buyer’s Agent, social introvert and self-made business woman on a mission to help career women step into their power as high-value professionals. It starts here.
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