Athena Captain

Overcoming Obstacles in Sales & Prospecting for Realtors

Nov 30, 2018 11:15:00 PM / by Athena Captain

Do you sometimes wish selling was easier? Do you ever wish your prospects would just stop resisting and let you help them like you know you can .. and like you’ve done so many times in the past?

Yeah, me too!

Athena - blog - Overcoming Obstacles

But wait a minute… you’re a successful salesperson now, right? I mean, even if you’re part-time, or just starting out, you’ve made a sale.

If you’ve been doing it for years, supporting yourself or your family, you’ve made lots of sales. How many of those buyers gave you no resistance? How many had a realistic budget, were 100% qualified, and had no objections?

None? Almost none?


So how did you make the sales when there were obstacles to overcome? You figured it out. And the next time that obstacle got in your way, you instantly knew how to overcome it. That obstacle made you better.


Every time you overcome an obstacle, you get better. Overcoming obstacles makes you a better salesperson.

How Do These Obstacles Impact Your Sales Process?

Every time you overcome an obstacle, you become more valuable to your prospects and clients.

Additionally, when you overcome an obstacle, you become more capable of overcoming obstacles, and the bigger the obstacle you’re able to overcome, the more people want to pay you for your expertise.

As Jim Rohn would say, “don’t wish it were easier, wish you were better”.

Obstacles make you better. You got where you are by overcoming them, and you’ll get where you want to go by overcoming more and bigger ones.

Adopt this mindset and you’ll wish for bigger obstacles and you’ll be richly rewarded for getting your clients past them.

Topics: Athena's Prospecting Secrets

Athena Captain

Written by Athena Captain

Athena Captain is Director of Sales and Marketing at Turner & Son Homes, where her passion is building a referral-based company in a niche market. She has helped create a business model that allows Turner & Son Homes to become the “concierge” of building on land in Oklahoma. Athena has successfully led sales teams within retail, banking, and finally bringing her talent to bear in the construction industry. Athena has developed a prospecting system while at Turner & Son Homes that allows any sales professional to become a referral magnet. She will share her system in her upcoming book The Making of a Rainmaker, soon to be released nationwide. With the launch of AthenaCaptain.com, she hopes to help other sales professionals, business owners, and companies apply her proven systems to increase revenue through referrals. She was honored to be a finalist for Edmond Woman of the Year in 2014. She is active within her community as a Board member for Oklahoma Family Network, and she is on the Leadership team of Savannah Station Equine Therapy Program.

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