I don’t really recommend drinking to fix the pain of losing a deal but hey, sometimes it helps!
We’ve all been there.
And if you haven’t (yet) it’s going to happen at some point.
Working in a sales-based role is not for the faint-hearted.
It’s a pressure cooker environment I know all too well and I swear it’s been responsible for some of my greatest mental health challenges over the years, but heck, I’m still here aren’t I?
Last week I was chatting to one of my Masterclass students about a deal that fell over for her and how the pain and frustration of it all made her feel like throwing in the towel and quitting the industry altogether.
A little extreme, but I get it. 100%.
Thankfully, I was able to talk her off the ledge and explain that if she wants to stay in the business of real estate, she’ll have to get used to this happening.
Every now and then a deal will go south or a client will go elsewhere.
How you bounce back is crucial.
As much as we want to - we can’t control everything. And sometimes, it’s in the best interests of the client to walk away from a property that maybe isn’t right, or a deal that doesn’t serve their best interests (despite it serving yours).
As a professional, you need to first be able to recognise this, and then bite the bullet of realisation that you could be starting all over again. Sigh!
Over the years I’ve got better at keeping my emotions (mainly anger and frustration) in check when a deal has gone south.
It takes practice to reach a point where you don’t let it derail the rest of your day, or week, (or month)! So today I’m sharing with you some tips on how you can best move forward when this happens.
Acceptance is Step 1.
Firstly, you need to accept that it’s happened, or about to happen.
Yes, I know the blood in you is starting to boil or perhaps the anxiety is creeping in, but acceptance is the first step.
The sooner YOU can accept it, the better you will be in helping your client move past the disappointment. Because as their agent, this is where you’ll need to step it up and have that yukky conversation that no one ever wants to have.
As a professional agent, your job is to deliver the news tactfully and without too much emotion. The clincher to this is you must do all in your power (despite your feelings) to manage your client’s emotional response and provide them with some form of solution, or a way forward. If anything, validate their feelings and then back it up with a positive outlook on what is coming next.
Some of the phrases I’ve used in the past are:
“It wasn’t the right One. We will find something even better.”
“For whatever reason, it just wasn’t right. And that’s okay. It’s not the only house in Brisbane.”
“I understand how you feel and I’m frustrated too, but there’s a reason it didn’t come together. We just don’t know it yet.”
Remember, they’re looking to you for not only advice on what to do next, but also to be a sounding board to vent their own frustration.
This is the part of real estate the public don’t see. The bit where we need to show empathy, validate and tap into our problem solving skills and emotional intelligence to guide the situation forward.
Pivot. Pivot. Pivot.
The next step to consider is getting back on that horse as soon as you can.
Easier said than done right?
When I was in the earlier years of my real estate career, it would take me days and sometimes even weeks to get past the frustration of having a deal fall over or a client sign with another agent. Unfortunately I would allow my emotions to overrule during this time and it did nothing for me.
Nowadays, if I’m REALLY annoyed, I allow myself ONE HOUR MAX to feel the pitty party, and then I’m moving on. And for me, moving on is accepting what’s happened, and looking at new opportunities to pursue.
I must admit, a call to either my husband or to my mentor to download everything that went wrong and have them validate why I’m feeling like shit in this moment is certainly helpful!
Phoning a friend who understands, or perhaps in our case, a fellow colleague in the industry who gets it can be comforting.
When you know you’re not alone in the world and this happens to other agents ALL THE TIME, it helps with moving forward.
3 weird ways I deal with setbacks — (that I don’t tell anyone about)
Here’s my most common weird and quirky things I do to get past a set-back like losing a client, realising I have to terminate a Contract or discovering a potential client went elsewhere.
I get a massage. — My failsafe for when I need an emotional re-set.
Vent to my mentor — I go on a rant about how I want to quit the industry and then he reminds me I’ve been in it for 27 years and I’m not going anywhere.
Sit in my car and let out a huge scream. Followed by putting on a motivating podcast so I can get my head back in the game. It might sound a little psychotic but trust me, getting the anger and frustration out like this really works for me!
Curious About WHAT ELSE I’ve Learned In My 10 Years In Business As An Agent?
If you’re curious to learn more about the things I’ve learned during my time as an agent, the below podcast episode unpacks a lot of it.
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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