When It Isn't You

When you don't close that big sale or a prospect chooses someone else, it's natural to feel disappointed, but don't let small setbacks get you down. Here are some ways to bounce back with your confidence intact:

Don't take it personally. A lost sale isn't necessarily a rejection of you. Who knows why they chose to work with someone else?

Even if a prospect gives you a reason (and they often don't) it may not be the real reason for their choice. Maybe they got a recommendation from a friend, or another agent agreed to a lower commission, or a hundred other reasons. Don't let your self-worth be too closely tied to a single transaction.

Being too emotionally invested in a transaction can make you seem needy or pushy. And neither of these is appealing to a prospect.

Adopt an attitude that conveys the message that you would love to work with each prospect but if not this time, maybe another time. And don't forget to follow up.