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The Art of Collecting Nos
Rejection sucks.
There is really no sugarcoating it, as a producer, it’s basically written into your job description. Especially when you’re in the cold outbound phase of your career. You knock on door after door praying for a "yes" while dreading the "no." The funny thing is, prospects can tell. That hesitation and mild desperation reaks, and insureds can smell it on you.
In my opinion, the trick to fixing that isn't a fancier sales process. It’s a simple mindset shift. What if, instead of chasing yeses you started collecting nos?
Collect Nos to Win
It sounds a bit counterintuitive, but think about it this way:
Every time you put off making a call to protect your fragile little ego, you guarantee two things. You won't hear a "no," and you definitely won't get a "yes." The top producers out there I know aren't immune to rejection. They just realize the fastest way out is through.
A "no" isn't a sign that you failed. It’s just the tax you pay to win deals. You have to eat a lot of bad calls, hang-ups, and no-shows to get where you want to go. Nobody gets a free pass (unless Daddy’s bequeathing his book).
Once you accept that and stop trying to avoid no, you relax and become way more dangerous on the prospecting war path.
