What would you be willing to do to increase your sales by 80 percent during the next 60 days? Our guest this week, Jia Jiang, has uncovered how to replace your fear of rejection with superstar habits to jump-start your business now.  

Jia Jiang, the international bestselling author of Rejection Proof and the founder of Rejection Therapy, dreamed of being an entrepreneur. What held him back was the same thing that stops most real estate agents — his crippling fear of being rejected. 

For 100 days, Jiang decided to deliberately put himself in situations where he would be rejected. For example, he asked a stranger if he could borrow $100, went up to a police officer and asked to drive his patrol car, and went to PetSmart and asked for a haircut. (To discover more ways to overcome your fear of rejection, check out my review of Rejection Proof, or listen to his TED talk.)

Jiang’s new passion is taking the principles from Rejection Proof and helping agents create consistent prospecting habits that result in increased sales. Although agents are motivated to do business, most have difficulty translating their motivation into action. 

A simple focus: 1 hour a day, every day

Jiang conducted his original research at the San Jose office of Intero Real Estate Services. The company was so pleased with the results, it decided to make Jiang’s program available to all 26 of its offices.

While some trainers tell agents to prospect up to eight hours per day, Jiang decided to try a different approach. Agents were instructed to do three things: 

Advertisement

This was an individual effort in a team setting. Everyone was doing it together. They weren’t faced with a number or quota. Instead, they all had the common goal of getting out of their comfort zone and overcoming their own inertia.

Why Jiang’s approach works

Most real estate training and accountability programs dictate the activities the agents should use to prospect. Accountability is measured in how many transactions or dollar volume the agent achieves. Here are several reasons Jiang’s approach works so well:

  • Back in 2015, RedX conducted a study that compared $250,000-per-year producers with those who make $70,000 per year. Those who made $70,000 prospected an average of 3.5 hours per week. Those who made $250,000 prospected an average of 6.9 hours per week. The agents in Jiang’s study were prospecting seven hours per week.
  • Numerous studies have documented the “observer effect.” When people know others are watching what they’re doing, they are more likely to engage in behaviors that make them look good. 
  • Rather than rewarding the outcomes, which can be highly variable, everyone was reinforced for engaging in the behavior that led to the outcome. When the prospecting behavior itself is rewarded, it’s much easier to develop a consistent habit. 

Stay tuned for more results later this summer. 

Bernice Ross, President and CEO of BrokerageUP and RealEstateCoach.com, is a national speaker, author and trainer with over 1,000 published articles. Learn about her broker/manager training programs designed for women, by women, at BrokerageUp.com and her new agent sales training at RealEstateCoach.com/newagent.

After 25 years, Inman Connect is coming to you. We’re transcending our legendary events in a live digital event, Inman Connect Now. Get ready for the top industry leaders plotting the path forward, new business ideas and opportunities, networking like you’ve never imagined it, and tons of exciting new magic, all straight to you. It’s all part of an epic new Inman experience, Connect Now, June 2-4, 2020. Click here to save your seat.

Bernice Ross
Show Comments Hide Comments
Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Success!
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription
×