hey there from time to time we all of us all of us property agents face customers face prospects who don't turn up for appointments, who actually become no shows or stop responding to your messages. so the question is, how do we handle no shows? how do we deal with, you know, these people who cannot make it for an appointment or viewing or whatever? hi my name is yasser khan and i'm the author of property agent secrets book which is the most powerful book in the real estate industry guaranteed and for some time i'm giving my book for free, while stocks last and just pay for shipping. So, back to the topic for today which is, specifically, how to handle no shows? Now, i've seen agents complaining on social media, putting up screenshots, generally bashing all these, prospects, who don't turn up for appointment. people who stop responding, stop, you know, answering their phone calls and is that the right way to do it? Is that, you know, the right thing to do? and what i'm going to be saying today, is going to offend some agents but that's okay! i'm all about making the real estate industry great again! so i don't care about those agents… what you should be caring about is the image of the real estate industry because when you do that, when you bash prospects, when you bash all these people who don't turn up for an appointment or not turning for, you know, whatever is it that you are getting them to do. Right, it puts out a bad image about real estate agents. seriously all right, because you know when somebody doesn't turn up for viewing, he may have a legitimate reason and we are not in the in the position to understand what they are going through. we don't know what their life is and what happens. Instead. agents take it personally. you should never never ever take things personally. it's not about you. it's more likely what to do with them, all right. so you know, the sign of an amateur salesperson is that he takes everything personally. he takes every rejection personally, you know, if they don't answer the call or if the prospect stop responding to messages or if the prospect you know doesn't bother to reply or doesn't turn up for a viewing or an appointment. these property agents take everything personally and that's a sign of immaturity my friend. grow up! grow up! this is life! we will come across these kind of prospects all right! and the best thing that you can do is to move on, instead of you know putting up barriers, instead of bashing all these people, instead of you know revealing their ic, instead of you know, putting up their photos, their numbers or whatever the messages they send you as screenshots… grow up! grow up, all right! stop being childish! grow up! forget about it, right… the reason that they didn't turn up may absolutely have nothing to do with you, but everything to do with their life. you don't know because because they didn't bother to call you back, right, so you can't ask them what happened right, and whatever answer they give you is the typical answer they also give other other salesmen right? because remember one thing, always remember one thing, the sales process, the sales profession is not respected anymore! it doesn't have the respect that it used to have! and precisely because all of these things keep going, you salesmen keep taking these things personally, because they are too afraid of rejection and when, you know, whenever you know prospects don't turn up, they take it as a rejection! there may or may not be legitimate reasons for prospect not showing up for viewing or not coming down to an appointment you don't know the truth you don't even know probably you don't even know half of it right so stop being childish stop throwing tantrums online stop polluting online stop complaining seriously stop complaining own up instead of you know putting up barriers instead of you know worrying about you know or whatever problem that that prospect is giving you or giving other agents stop it right now instead own up instead and work about sit down and be very clear what kind of prospect that you want to work with right because precisely because if you do a bad job of filtering the right kind of prospect you will get the wrong prospect you will end up speaking with wrong kind of prospect and that tells me that you tell you that probably your filtering process your follow-up process is horrible seriously there's no other way how can somebody how can you make a problem with somebody if you know for sure if you knew that he wouldn't turn up you wouldn't write nobody would book an apartment with such a person right you don't know right so you got to do a better job of filtering that's number one number two instead of looking at instead of you know looking it as oh the entire industry is so long non-serious buyers buyers and australia services are not serious doesn't show up instead of you know attracting all this negativity it will become heavy for you and you attract more such process again and again and again and i want you to put a stop to it instead focus on positive focus on you know um seriously the kind of protect that brings you joy who comes in an appointment and you can close right so instead of you know trying to do a bit of damage control this is not really damage control by the way this is damaging this is repelling you know all those prospects they have legitimate reasons for not turning up even if whatever they tell you may not be true even if what you believe may not be true as well right and what you do want to believe may be true so is because property agents we become too emotional right we take it too personally and that's a sign of you know uh low self-esteem that's a sign of seriously you know being immature and since you got to upgrade your outlook you got to upgrade your mindset you know the real estate industry is bigger than you bigger than that prospect and probably you you never know what happened to them right so stop worrying about them and start focusing on the positive part and the positive part is to focus on the ideal candidate build up write out the ideal candidate ideal prospect that you love working with who is your ideal buyer how does it talk how does it work what is thinking about what what does it do what are the actions that they will take with you right so create an ideal customer avatar so i call it an avatar because that's the best kind of project that you want to work with focus on them and when you focus on them like the law of attraction if you read the book or if you watch the movie law of attraction right then by right what you focus on expand and this is 100 true right so what i would do if i were faced in a similar situation right always always accept that you know your appointment rate is never ever going to be 100 rate of showing up that's the fact that something comes up somebody dies you know somebody gets born this is life right so the people still need a home to stay right and then it's going to be there until it is solved whether or not it's being sold by an agent or by diy do not give a chance to diy do not make a better argument for diy do not sabotage the image of the related industry by complaining about all these kind of you know bias forget it stop doing it be gracious be professional right you don't see doctors you know being angry or putting up pictures of their patients who don't turn up or the patients who haven't paid up or the patient will do whatever it is improve your customer service that's called that that's the thing is customer service all right so where is your customer service when you're posting the screenshot of all these prospects who didn't turn up where is your customer service when you're posting the ic scan of all these people that's so unprofessional that's unethical how would you feel if somebody put your picture everywhere somebody you know does boxing right so it's something similar to toxic but it's not exactly those things because you know that the address is blank right but anyway my point is that how would you feel if somebody expose you for you know for one of your mistakes and never appreciate all the good things that you did but one of your mistakes somebody exposed you and said develop this agent how would you feel probably your prospects are also feeling the same thing they feel defensive they feel angry they feel vindictive right and when people feel vindictive they want to take revenge how do they take revenge by not getting a will to my friend all right so do not dig your own grave instead be more professional right be more gracious smile more laugh more all right relax seriously it's a process real estate is a process property career is a process it's not a destination it's not the journey maybe your destination is maybe earned maybe to earn one million dollars right so that's the destination but we are all going through this journey called life before we are property agent we are human beings right so realize that all human beings have flaws everybody has flaws i got first you go first your prospect goes work right so everybody has shortcoming all right so close one i ignore the shortcoming and move on move on to your go back get back to your life get back to your career move on to whatever it is that you're doing move on to you know move forward not backward stop looking backwards stop looking at all the bad things that happen when you do that you will attract more of the same thing what you focus on expense right so what you want to focus on experience expense focus on positive things so that you can expand on the positive stuff right so what are the things that you want maybe you want to close more this is this month maybe you want this quarter to be your best quarter yet maybe by next year you want to become a top producer whatever is it focus on that instead of worrying about things that are out of your control right so whatever is happening to that prospect is out of your control right so what is in your control your control is to improve your customer service is to improve your convincing skills right your what is in your control is to improve being improve on becoming a better human basically right so when you become a better human right overall your overall quality of life will increase right stop taking rejection personally it is not about you it is about them but it's not about you right so worry about things that we are within your control you cannot control you cannot convince seriously ultimately whether or not somebody wants to buy a house or using your services is not up to you it's up to them whether they have a need or not your job is to prove to them why you are the best agent and why you in particular are the best person to do this job simple as that ultimately you want to help them help people buy or sell or rent or invest property right and while doing that you want to enjoy life you want to enjoy more peace of mind you want to enjoy the income that you wanted that that was the reason that you got in real estate in the first place right you want the independence of time right focus on that get back on track think about your future think about your family think about your kids move on all right so when you move on right you are able to better plan what you need to do and the next step is like early on i mentioned you draw a customer avatar who is the best buyer you want to be working with and then the second thing that you can do is improve your you know your your communication skills improve your filtering skills improve your follow-up so so that when you do a follow-up right you filter out all these prospects you will know for sure you know by experience by you know your intuition unconsciously when you speak to somebody you get the feeling that maybe this person is genuine and then the that genuine person the more often you do it the better you become at it right and the better you become it working only with genuine virus right so when you call someone when you speak to someone you get a feeling that this person is genuine then go by all means help them you realize that you know those genuine empires they fit a particular profile they have you know they have a a collection of signs that you know collection of attributes that you can pay attention to and when you realize that yeah okay this person fit that description then that is the person that you book an appointment with and chances are very high that he will honor his commitment on his agreement yes now the first thing is basically i told you to move on right and by moving on decide on your ideal customer that you want to be working with the second thing i shared just now is becoming better at filtering better becoming better at follow-up and the third thing that i want to address when working with these kind of buyers is that you know always you know based on the avatar that you work on early on you know they have certain characteristics these buyers no motivated buyers you know follow a certain profile right so pay attention to their profile and the third thing is basically you know you you keep listening and attentively when you listen attentively to all these prospects right whatever they're saying with the following person you get a lot of feelings right so listen to your gut listen to your gut pay attention to your gut all right so be more you know proactive instead of being reactive be future oriented instead of looking at the past all right so that my friend is the secret to having a more enjoyable career more peace of mind and less stress less you know fighting less you know online you know arguments and all that and you should be focusing more on what you want to achieve in life all right so that is the secret for how to handle new shows this is yasir khan and i hope to catch you in my next video now go sell more houses