What to Do When You Talk to a Jerk of a Seller
By: Jim Zaspel
It used to really bother me when I’d talk to a seller that got upset with me. If you’re in sales, then you’ve experienced “that” prospect more than one time – that prospect that tries his best to make you feel like a terrible human being for being in the profession that you are in. Do you know what I’m talking about?
Here’s what I learned…I learned that some people are un-happy or angry people, and here’s the bigger point: I realized that they were that way before I called! In other words, it’s not me or something I said that caused them to get upset, be rude, or curse at me for no reason at all. Some people are miserable, some people are always happy, and some people are a mix of the two. There’s nothing you can do to change that in regards to your prospects.
My assistant asked me, “Jim, what was going on in your mind when that guy started being rude like that? That conversation would have ruined most sales people’s day, but you kept on making calls like nothing happened.” That question struck me as a really good question, and at first I wasn’t completely sure how to answer it, but after discussing the situation with him (my assistant) for a few minutes, I came to two conclusions…
How I deal with pain-in-the-butt sellers:
1) Take 100% responsibility. Here’s what I’m talking about: when I talk to a seller whose situation is a good fit for the program that I have to offer but he/she still doesn’t “sign up” with me, to me, that means that I failed that sales call. I’m here to tell you that until you develop that sense of responsibility, you will never become as effective of a sales person as you should be.
2) I can’t Change a Seller’s Personality or Level of Motivation. This is a very important to learn for you as a real estate investor. You see, before you even pick up the phone to call a seller, that person either is or is not a motivated seller. Your job is simply to discover their level of motivation…not to change it. Similarly, every seller you talk to either is or is not a jerk, and nothing you do is going to change that. I’m not trying to be rude, but it’s just a fact.
3) It’s a Numbers Game. I don’t remember who first said this, but it’s worth quoting: “Some will, some won’t, so what, who’s next?” Realize that you are in business to do business with the minority of sellers in the marketplace. Stop trying to be everything to everybody.
When you adopt this mentality, you will suddenly find yourself free to talk to as many sellers as possible! It’s a liberating feeling, for sure!
To Your Success,
Jim “JimmyZ” Zaspel