The next perspective shift is this: Don’t React

You cannot control other people’s reactions. However, you do have control over how you react and interact with those people. You have full control over your response to their answer at the door. You can also choose to make the most of every scenario and simply move on.

Reactions often occur as a response to the unknown. When you know something is coming, it is not unknown. You can prepare for it and you won’t automatically react. 

Think back in your life to a time you reacted to something. Ask yourself, did it serve you well? Chances are it almost never helped the situation. It likely made your situation worse. That’s what reactions do in real estate too. Emotional reactions make the situation worse. What always wins in every situation is keeping your cool.

Remember, you are the only one affected by the feelings you feel. Other people don't feel these same emotions. However, when you react, others pick up on your negative energy. Your emotions get projected into the interaction. An emotional negative reaction to a NO affects your prospect's impression of you and will affect future interactions.  You don’t want your reaction to play in their mind when they see you again. 

The goal is to not have any negative emotions. This will be possible when you get more comfortable with door knocking. With more exposure, you will get better. I’ll help you use the concept of  micro-exposures in an upcoming lesson. 

Here’s something else to think about. When you handle a rejection with grace, that door is still potentially open to a future YES in the future. Overall, instead of reacting to a NO, a wise agent respects the NO as that person’s choice. It reflects their reality at that moment. Nothing more. You can say a pleasant goodbye and move on. In the Scripts Module, you will learn exact ways to respond to objections and gracefully accept rejection. 

After this video, I have another ACTION STEP for you! I want you to think about one possible rejection at the door that scares you. Write a response for it. You can practice using it next time you are at the door. I’ve included a downloadable worksheet to help you write out and fine-tune your response. 

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