You are told to be successful, you must prospect.
You are given scripts and dialogues for this reason. You're instructed to practice these scripts and dialogues for this reason. You're told to “role-play” for this reason.
"Be persistent. Be forceful."
That it is your job - "to cold-call."
That it is your job - "to overcome objections."
That it is your job - "to ignore the rejection" and to stop letting it get to you!
Common sense says this is why the public hates salespeople.
You even have you own personal experience to draw from, to validate this. Nobody likes telemarketers. Nobody likes salespeople. And yet the coaches, trainers, and gurus out there, adamantly insist, "This. Is. Your. Job."
And somehow, the trainers who control this industry - The Guru Party - have figured out a way to brainwash agents into believing this so deeply, on such a deep level, that when agents don't prospect, they actually feel guilt - like they're sabotaging their own success.
And somehow, they've embedded themselves so deep into the psyche of agents, through beating it into their head, and preying on their insecurities: “You're letting down your family. You're letting yourself down. You're causing your business to fail" that agents, they actually feel guilt, when they're not out there prospecting, cold-calling, and annoying people - doing to others (to get business) what they hate to have done to themselves.
So, the question, have agents been brainwashed?
If nothing about "Prospecting is your job" feels right to them, and if agents didn't get into real estate to be a "telemarketer," then why is it so many agents feel guilt - like they're sabotaging their success - when they're not engaged in this hated activity?
And why is it that agents say to themselves, "I know I need to prospect more. I know I need to be more consistent in my prospecting," when prospecting doesn't resonate with the core of their character?
If agents haven't been brainwashed, then what else could explain it?