To Improve Your Skills and Crush Your Goals
By Real Estate Speaker and Coach Darryl Davis
Objections. They’re the worst, aren’t they? Why can’t buyers and sellers just say yes without a sticking point? The honest answer is – because that’s not the way the world works. Here’s the thing though – long ago — I actually got to the point where I enjoyed handling objections. It became fun for me. I love what the great philosopher Nietzsche said: “That which does not kill us makes us stronger.” Instead of DREADING objections – I saw them for what they really were and that was an opportunity to fine-tune my skills. A chance to get so good at dealing with objections, I couldn’t wait for one to get lobbed at me so that I could hit it out of the park. I really want that same thing for my Power Agents® and coaching members.
Pay attention. Listen, some of you are SO worried about handling possible objections that it distracts you from the presentation. It’s as if during the presentation you’re just waiting for an objection that might derail you. When you’re doing that, you’re not being truly present mentally and you’re not communicating effectively with the folks in front of you. And guess what? When you worry so much about objections that your presentation is horrible, you’ll get even more objections! It’s a self-fulfilling prophecy. You’re going to have to let go of that. When you get an objection, look at it as an opportunity to become more skillful at coaching and communicating with clients and customers.
Strength-Builder. To this same point, the more objections you get early on in your career, the stronger you become because you learn from your mistakes. Warren Buffet (one of the richest people in the world) said in his autobiography, “Success is a terrible teacher because you only learn from your failures.” When my son was five years’ old and I was teaching him how to play checkers. The first few games he obviously lost (I was a tough Dad and didn’t give him a handicap), and he got frustrated. So, each time he lost I would tell him, “Michael, don’t get frustrated because you learn from your mistakes.” Well, I think it was game seven and wouldn’t you know it? He beat me! And you know what he said to me? “Daddy, that’s okay, because you learn from your mistakes.” The kid was right. Mistakes, and what we learn from them make us stronger.
It’s a great time of year to build your skill level. Make that part of your weekly plan, if you can. The stronger you are, the more confident you’ll be – and that will make you want to jump out of bed and greet the day with enthusiasm for realizing your goals.