“This is where the rubber meets the road in real estate because conversion rates are so low … it could take you a hundred calls to have one conversation, depending on your market. And that one conversation might or might not lead to a deal.” On a brain level, having unmet expectations that your efforts will equal your results can lead to task avoidance, causing you to forever switch strategies, which keeps you in that state of friction, explains Manrique.
Understanding Why You Fail Part of the trouble with prospecting can be in our expectations. “Most of us, when we get out of high school or college … get a job [and] learn to be an employee,” things like a biweekly pay structure and the idea of being on and off the clock are two examples, but Manrique says the most important is “we learn is that our output is always returned with a result.” He says it’s crucial to understand that “not every action leads to the result that you want.” Why does this matter? Manrique says it’s because putting out effort with the expectations that you’ll receive matched returns and being met with rejection time and time again can wear on entrepreneurs, creating prospecting friction.
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