In real estate sales there’s a concept called Go For No. In fact there’s even a book authored by Richard Fenton and Andrea Waltz along with an entire course taught on the subject. The idea is this … you know you have (insert #) of follow up phone calls/ networking appointments to make and as you look at the list, you hesitate because you know there’s a good chance someone isn’t going to want what it is you’re selling. It doesn’t matter if it’s a product, a service, or even a request for support. No one likes to be turned down and so sometimes this prevents the person from ever even trying to make the call/ apt. Well, it’s as simple as this, if you don’t ask for the business; you will not get the business. Therefore staying motivated to continue asking for the business is essential.
Go for No is simply a mind set. A game if you will that you play in order to stay motivated. The idea is you try to get as many No’s as you can before you ultimately receive your Yes. You’ll find that this new found enthusiasm will ultimately enable you to make more real estate sales, therefore improving your business and your personal success in your industry.
Today I had 22 follow up phone calls to make. I originally wasn’t in the mood knowing that some of these calls were going to be a waste of my time. So I told myself, my goal today is to receive 22 No’s (I count a voice mail as a no). Well, I didn’t reach my goal. In fact I didn’t even come close as I was successful in scheduling appointments not only for myself, but for others in my company as well, improving my business and our company’s success in the industry. So I lost, but in the end, we win.
Try it. Regardless of your industry I believe you’ll find this to be a nice little motivator as you go through your work day.
To your continued success!