You need to sit down and really think through the responses, the questions, the mood, just how you read the play, what you could’ve done differently.
Topic – When ‘no’ means ‘maybe
Mentor – Leanne Pilkington
- Replay the event
- Look for how to do it better
- Ask them to tell you
Kevin: I promised yesterday when we finished the show that I would come back today and talk to you about why you should embrace rejection, not fear it. Leanne Pilkington has been our guest all week, and we’re gonna finish the series off this week with Leanne, who has had more than 30 years experience in the industry. You don’t look a day over 20. What are you talking about?
Leanne: Oh, thank you so much.
Kevin: Yeah …
Leanne: I appreciate that.
Kevin: And also … Well, I’ve always thought that, every time I see a photo of you, I think, “No, this lady can’t have been around for that long.”
Leanne: That’s called Photoshop, my friend.
Kevin: Oh, is it?
Kevin: Okay. Leanne is also Managing Director of franchise group, Laing+Simmons, and president of the Real Estate Institute of New South Wales, which comes, as we identified earlier in the week, with a lot of challenges. Might get a chance to talk about that before we go today too.
Kevin: But rejection, how do you suggest someone use that as a motivator?
Leanne: Well, you need to actually sit down and do a debrief, whether the rejection is a listing presentation for example, you need to sit down and really think through the responses, the questions, the mood, just how you read the play, what you could’ve done differently. You’ve really got to be prepared to learn from that rejection. That’s the only way you get better.
Kevin: Yeah, I think you said earlier in the week that every time, you know, if you do miss the listing, go back and debrief, but also role play how you could’ve done it better.
Leanne: For sure.
Kevin: I had a role play buddy when I first started in real estate, Mark Frater, and while we worked as a team, we never ever did presentations together. But if I missed it, I would come back and say, “I just couldn’t work out how to get around this objection,” and then we’d role play it until we got it, until we actually had it … There’s only really about maybe eight or ten different objections that come in different ways. And once you understand them, you can overcome them.
Leanne: But you’ve got to be prepared to be a little bit vulnerable, and to let your work buddy realise that, “Oh my gosh, I’ve made a mistake with this.” Some people need to be built up all the time, you know, “Oh, wow, Leanne, you did a great job with that. You should’ve got that listing,” instead of going, “You know what Leanne, maybe you could’ve done this a little bit better if you had’ve focused on x, y, z.”
Kevin: Yeah. And that feedback can be so powerful. You can learn so much from that, that’s for sure.
Leanne: And you’ve also got to be prepared to push yourself outside of your comfort zone, right? If you’re never getting rejected, you’re probably not pushing hard enough, you’re not trying enough new things…
Kevin: You’re not trying … Well, maybe you’re not doing enough presentations too.
Leanne: Yeah, for sure.
Kevin: Leanne, just before I let you go, as president of the Institute in New South Wales, you’re getting a wonderful overview of the market. Now, I know that’s New South Wales …
Kevin: … but it is the biggest state in the country. What do you see as the challenges this year, 2019, for agents?
Leanne: There’s lots of challenges. Obviously the market itself is challenging, and different states are experiencing different conditions, but certainly the Banking Royal Commission of last year has tightened up lending procedures. So if people can’t get the money, it’s hard to buy the property, right?
Leanne: There’s also massive change going on with technology and the way people are using technology. Artificial intelligence in 2019 is going to play a really, really big part, so how that all sort of starts to unfold is going to be really interesting to watch as well.
Leanne: I think it’s a really exciting time with a lot of opportunity.
Kevin: Indeed, it is. And it’s been fantastic talking to you this week. Thank you so much. Leanne Pilkington has been our guest. Leanne, great talking to you. Thanks for your time.
Leanne: Oh, it’s been an absolute pleasure. Thank you for having me.