Proactively prospecting for new clients is the lifeblood of a successful, profitable and growing real estate business, right?
Then why do most of us have such a hard time doing it? Why can we almost always find other things to do or reasons why not to prospect today? Often, it’s these two little words:
We start the day with a plan to door knock around the listing we’re holding open this weekend and before we can even get started, we hear that voice in our head saying:
Yes, but…I’ll look pushy and too salesy.
Yes, but…people don’t want to be bothered by me knocking on their door.
Yes, but…what if I look dumb? what if they ask me a question I don’t know how to answer?
I call this the “yes, but…” syndrome. It’s that voice in our head that has a real knack for taking the wind out of our sails when we have the best of intentions to start proactively prospecting. It’s that voice that knows exactly what to say to discourage us from taking the actions that we know we need to take. It’s that voice that literally stops us in our tracks because let’s face it…it can be uncomfortable to go out and talk to people about real estate.
But listen, it’s not just you! And it’s totally normal that you have this voice! Psychology tells us that our subconscious brain is literally programmed to fight back against things that are uncomfortable. When you try to go out of your comfort zone in any way, your brain works to stop you.
Think about it this way; you decide you’re going to start jogging to get into better shape. You get your shoes, you’ve got your route picked out. You’re all set to jog for the first time tomorrow morning.
You wake up and before you even get out of bed, you’re thinking: This is the day I start jogging! Yes, but…I didn’t sleep well last night. Yes, but…it’s colder than I thought it would be. Yes, but…tomorrow would actually be a better day to start.
Before you know it, you’ve yes, but’d yourself out of taking that new action.
The same thing happens with Prospecting! So, how can you overcome it?
By arguing back! Yes, literally arguing back to that voice in your head. But what’s your argument?
The reasons for taking the steps outside of your comfort zone. In the case of prospecting, it’s not just the benefits of growing your business but more specifically the benefits you’re offering people when prospecting your services. Check out this week’s Guide to Overcoming the Yes, but…Syndrome here.