When we, as children growing up, learned to talk, one of the first words was “NO!” When we’re older, you would expect that the word would not be thrown around so freely without some sort of reason behind it. But, when you are a broker, trying to call prospects to listen to your presentation about your home business, the first word you get to hear is “NO!”
I heard that twice today, out of four calls. I know that’s not a lot of calls. Some people call about 25 – 50 people in a day. But the percentage of “NO!”s is about 50% of my calls. I suppose that is better than 90% of my calls being “NO!” And why are so many people afraid of “NO!”?
As a newbie to this business, I thought I would feel really bad about the rejection. But, oddly enough, I’m finding that the “NO!”s don’t really do anything to me except allow me to say, “Okay. Thank you!” and move on. I don’t dwell on the “NO!”s, after all, it’s their choice and their loss if they don’t want to participate. Not mine. And I read on a forum somewhere that I should embrace the “NO!”s because it just means that I’m that much closer to a “YES!”
So, with that theory in mind, I had another call earlier today. Normally, I screen the call and call them back, but something compelled me to answer. And am I glad that I answered! For some reason, I guess my enthusiasm showed through the call and the prospect and I are going to have another talk tomorrow in more detail. I just hope I don’t hang up on her.
