Webinar: Rejection Resilience

Sameer Amini: Welcome, everyone, and thank you for being here today. If you're currently in our Career College Group Real Estate program, then this session is going to prepare you for one of the most important skills in the entire business, one that most agents learn only after they've been broken by it a few times. So if you're a future student, you're going to be getting a preview of a reality that nobody talks about at recruiting events. So we're going to talk about rejection resilience today, and I want to be direct with you upfront. This is not a self-help session. This is not about positive thinking or repeating affirmations. This is a professional skill. Just like learning to negotiate or learning to price a property or learning to write a clean offer, which you will in the future, handling rejection is a skill you build deliberately on purpose before you need it.

Sameer Amini: And I wish before I started my career, this is something I worked on earlier, because here's what nobody told you. Again, the business will reject you more times than it accepts you. Buyers will ghost you. Sellers will list with someone else. Offers you spend weeks on will lose to other offers. And every single one of these moments has the power to break you. And if you do not have a frame for handling them, it's going to be a huge issue in your career, by the way, that you're going to be facing.

Sameer Amini: So this is what we're going to build together over the next few slides in this webinar.

Sameer Amini: So here's what we're going to do together, okay? First, I want to talk about the truth of what this business actually looks like emotionally. Not the highlight reel, the real week-in, week-out reality of running an agent business. Because when you know what is coming, you can actually prepare for it. When it hits you by surprise, it's going to take you out. Second, we're going to walk through four, I would say, levers of rejection resilience. Detaching your self-worth from outcomes, mastering your emotional control in the moment when you're going through it, staying consistent regardless of how you feel, and recovering and deciding with confidence. Third, I'm going to share two, one or two stories with you from my own career. And maybe a composite story about a listing that got away despite doing everything right.

Sameer Amini: So both are meant to make one point clear. You can do everything right in this business and still lose. That is not a bug. That is actually the game itself. Let me tell you what your first year in real estate is going to actually look like. You're going to send messages that do not get responses. You're going to spend three weeks working with a buyer who then goes silent and buys a home with someone else. You're going to sit in a listing presentation, deliver it perfectly, and get an email the next day saying they went with someone else. You're going to submit an offer on behalf of a client who's qualified, motivated, willing to move, and you get outbid by someone you can't compete with. You're going to door knock, drop flyers, run Facebook ads in all one area and get no calls. That's a normal week. Not a bad week, a normal week. Nobody tells you this at the recruiting events.

Sameer Amini: Nobody puts it on the brokerage brochure. The brochure shows the closing photo with a bit of celebratory stuff that they do there. It does not show the 40 no's that it took to get to that one yes. Here's why I'm telling you this today, because agents who understand this go in prepared. They build systems, they build habits, they build a mindset. Most important, they build a mindset that can absorb these hits without breaking. Agents who do not understand this go in expecting the closing photo and that nice picture. They get destroyed by the first month of the no's they get. Most of them quit inside one year just because of this. Not because they're not smart enough, not because they don't care enough, but because they were not prepared for the emotional reality that this job really, really has. You cannot avoid rejection in this business.

Sameer Amini: What you can do, however, is decide right now before it happens what kind of professional you are going to be when it hits you.

Sameer Amini: Let me name the specific reasons new agents get destroyed by rejection, okay? Because if you can see the trap, you can avoid it. Trap number one is personalizing. You lose one deal, and you decide something about yourself. You know what? I'm no good at this. That client didn't like me. Maybe I'm not cut out for this. And by the way, I personally have heard this being a manager. I'm managing multiple different brokerages. This is something I hear from agents a lot. One data point becomes an identity crisis. Experienced agents lose deals every single week, and they treat each one as a business event, not a personal verdict. Trap number two is the small pipeline.

Sameer Amini: So when you only have three prospects, every single one of them feels like your whole career, right? Losing one is like losing a third of your future. But when you have 30 prospects, losing one is just a normal Tuesday. The size of your pipeline determines how much any single rejection can hurt you. Trap number three, there is no debrief system. So let's say you lose a deal. You either avoid thinking about it or you obsess about it in a way that does not teach you anything. There's a middle path, okay, which is a structured debrief. What went well? What didn't? What would I do differently? Learn and move on. Most new agents skip this step completely. Trap number four is comparing yourself to the highlight reel. You see other agents posting closings on social media. I just helped this client. I just listed this property, and you assume they're not losing deals or they're not getting no's.

Sameer Amini: They are. They just do not post them. Every agent you admire has lost more deals than they have won this year. You just don't see those losses. And trap number five is no recovery ritual. So when rejection hits, they don't know what to do with the next hour. So they doom scroll or drink or complain for two hours, all while their pipeline just stays empty. You see, every single one of these is a trap that we all get into, and every single one of them, thankfully, has a solution. That is why we're talking about this.

Sameer Amini: So how do you actually build resilience to rejection? There's, again, four parts. Number one, detach your self-worth from outcomes. I'm going to say this one more time because this is the most powerful sentence you should learn from this webinar. Detach self-worth from outcomes. This is the foundational mindset shift. Learning to see rejection as a data point about the deal and not a verdict on you as a person or a professional. If you don't pick up anything from this whole webinar, and that's the only thing you've just picked up what I just said, you've won, okay? That's how big that is.

Sameer Amini: Number two, master emotional control under pressure. So what you do in the first 24 hours after a rejection, it determines whether it stays a temporary setback for you or it becomes a career-defining spiral. There are specific tools for this. Now, number three is stay consistent regardless of mood or momentum. There's a saying I always go by, and I actually have it on my wall. It says, "Stick to the plan, not your mood." Your daily actions cannot be dependent on how you feel or how the last deal went. Systems have to carry you through the emotional weeks.

Sameer Amini: Number four, recover and decide with confidence. There's a right way to debrief a loss, learn from it, and get back on the offense. Most agents in the career today never learn this, and they pay for it their whole careers. You see, each one of these is a skill in itself. It's not a trait. It's not a characteristic. It's not something you're born with. It's a skill that you build deliberately, and I'll walk you through each one of them with a specific tool and a story, hopefully.

Sameer Amini: Number one, let's talk about detaching self-worth from outcomes. So this is the mindset foundation. If you get this wrong, none of the other stuff I'm going to talk about will matter. Again, this is extremely important, this first one. If you get this right, everything else gets easier. So here's the core reframe. I want you to hold onto this. Please take a note of this. Every rejection in this business is just data. It's not information about you as a person or a professional. It is not information about you as a person. It is not information about your future in the business. It's not a future prediction about your business. The client who did not return your call had 47 things going on in their life that had nothing to do with you. The seller, who, let's say, listed their home with someone else, had a specific reason that was almost never, oh, the other agent wasn't better than you.

Sameer Amini: The buyer who ghosted you was probably dealing with financing, family stress, or cold feet. None of that is about you. But when you're a new agent, or when you're entering this business, your brain does not process it that way. Your brain takes every no and builds a story about your worth. You see, I lost that offer because I did not write it well enough. The client ghosted because maybe I said something extremely wrong. The seller listed with the other agent because you know what? That person might be much better than me. Almost none of those stories are true, but your brain believes them because you have nothing else to compare it to. You don't have 100 deals of context yet. You only have three deals maybe you've done, or maybe it's your first deal.

Sameer Amini: So the skill you're building here is the ability to separate the outcome of an effort that you've put in or an outcome of efforts that you hoped to get, and that outcome did not come in. So the skill you're building here, again, is the ability to separate the outcome from your identity, separate them. The deal was rejected. You weren’t. Say that out loud enough times, and eventually, your brain is going to hopefully rewire itself, or your brain hears it.

Sameer Amini: So I'll tell you a bit of a story. So a few years ago, I was working with a buyer, a young couple, first-time buyers. They were fully pre-approved. They had their mortgage in place. They were motivated, okay? They were ready to make the purchase. They found a home they fell in love with. We put together what I thought was an incredible offer. And this was a recent story, so in today's markets. I did everything I could think of, okay? Clean terms, strong deposit, reasonable closing date, and I even went and asked what the seller wants for closing dates. Because I knew we were in a competitive situation, I did something I had not done before. I helped my buyers write a personal letter with their picture in the letter to be sent along with the offer to the sellers.

Sameer Amini: So told them who my buyers were, what they hope to do with this new home, start their family, create these amazing memories. So what this house would mean to them. We even included, again, as I said, a photo of them. I remember dropping the offer and thinking, "Okay, we've got this. There's no way. We've won this." So I was already pre-celebrating, and I got the call the next day because, well, the same night they told me there's another offer on the table.

Sameer Amini: So we were competing on a house with just our offer and somebody else's, and we kept going back and forth because the other offer kept increasing its price. So they were giving us a chance, and we also kept increasing until a final straw came. And then the sellers, we find out that accepted the other offer. We lost. And the other agent says, "Listen, thank you for working hard. Good luck." Now, in that moment, I had a choice. I could tell myself a story about how I failed my clients, how I should have offered more, how that letter might have been cheesy, how maybe I'm not that good at this. I could take that loss very personally, or I could look at what actually happened.

Sameer Amini: Another buyer offered more, had cleaner terms, or knew the seller, or had a story that resonated more. There were maybe 47 things I could not see about that decision. My offer was strong. My clients were treated professionally. We did everything we could. Yet, the deal was rejected. I wasn't. So I moved on, and by the way, I did talk to the agent after, and we saw that the other offer did overpay for the property. So in a way, it was a blessing in disguise because my buyers felt better that they weren't the ones who overpaid for that property.

Sameer Amini: So I moved on, found my buyers a better home, right? And they still send me referrals. So that's it. That's the game. So again, the end of that story, we move on from that property, we put an offer on another one, okay? And we end up winning the next one. Sometimes it just doesn't work out no matter how much you do, right? So let's talk about the second one. Master emotional control under pressure.

Sameer Amini: So mindset is one thing. Actual behavior in the moment after the rejection is another. So here's the truth. When you get that email that says, "Hey, we unfortunately decided to list with another agent," or the text from the client that says, "We decided to hold off. We don't want to put an offer," there's a physical response in your body. Your chest literally tightens, okay? Your face might get a bit warmer, hotter. You get the hollow feeling in your stomach. That is real. It happens to everyone, no matter how experienced you are. What separates professionals from amateurs is not that they don't feel it. It's what they do in the next 24 hours while feeling it.

Sameer Amini: You see, someone that's completely new at this sends or doesn't understand the idea, sends an emotional email to the client asking for more explanation, or they text the colleague and complain for an hour about it, or they doom scroll on their phone, or they call it a day and skip their next prospecting session because they're spiraling a little bit and they don't want to deal with anything right now. All decisions made from that emotional state, not from strategy. Now, someone that understands this trap or understands this idea, let's say professionals who have a protocol, a specific set of things they do in the hour and the day after the rejection because they know their brain is not reliable in that specific window.

Sameer Amini: Let me walk you through how that actually works. Here's the single most important tool for emotional control after you get rejected, the 24-hour rule. The rule is very simple. In the first 24 hours after a significant rejection, you do not make any decisions, and you do not send any messages that require thinking. Not to the client, not to the other agent, not to your own broker at the brokerage, not on social media. You are in a bad emotional state, and every message you send in that window, you most likely, you might regret it.

Sameer Amini: So instead, here's the protocol. First 30 seconds, close the email and hang up the phone. Take three deep breaths, say out loud, "This is a business event, not a verdict on me." The next 30 minutes, do not sit with it alone. Get up, walk, go get a coffee, go to the gym, move your body. Physically move your body. Emotions live in the body, and moving it, the body, helps pass them faster. The rest of the day, you still work. You still make your prospecting calls. Whatever you have decided on your calendar to get done, go and do them. You still show up for the appointments you had. The pipeline does not care that you are hurting. Show up to it anyway. Before the end of the day, have a short professional conversation with the client because now hours have gone by.

Sameer Amini: So something like, "Thanks for letting me know. I appreciate you considering us. Please keep me in mind for anything else you're working on." Okay? Warm, professional, door is left open, and we do not beg for feedback. Do not ask for why. The next 24 hours, you allow yourself to feel it. Talk to a friend if you need to. Then the next morning, you get back to work like the professional that you are.

Sameer Amini: Let's talk about the third part, which is staying consistent regardless of the mood or momentum. So this is the one that separates the agents who build a real career, okay? Here's the pattern I see with agents who do not make it. They have a great month. They have sold two properties. Everything is clicking. They ease up. They slow down on the prospecting that got them those two deals in the first place. They stop cold calling. They stop door-knocking. They kind of cruise. Then the next month, there is no one to work with because whoever they were working with has since completed Now they are panicking. They try to ramp prospecting back up. They have no rhythm. They have sent 100 messages in one day because of the panic, and they have now slowly burned themselves out. They get rejected 15 times in a row, and it hits harder because they have not built up any emotional callus.

Sameer Amini: Then a big loss lands, and they are already fragile from the panic. Now they take a week off, then two. Now they are behind for a quarter. Now they are behind for a year. Everything I just said to you is extremely real, and people go through exactly this long of spirals, by the way. Meanwhile, the agent who never eased up, never panicked, never took the week off, is on their normal Wednesday afternoon, making their normal 30 calls or their 30 door knocks. Steady, boring, but unstoppable. The mood cannot dictate the activity. If it does, you do not have a business. This rule applies in anything in life you want to do. You want to be active in the gym? If you listen to your mood, you're never going to be in the gym. You have a hobby that pays sometimes if you go by this.

Sameer Amini: Systems have to carry you through the emotional weeks, which means you build the systems now when you're not under pressure, not later when you are already spiraling.

Sameer Amini: So let me give you a second scenario that plays out, okay? Imagine you are farming a neighborhood, okay? You have picked a specific street, you have door knocked for eight months. You know people. You've been dropping monthly newsletters, flyers there. You're sending holiday cards. You've done small community events. You've built genuine relationships with many of the homeowners in that little neighborhood. One of these homeowners tells you at a summer barbecue that they might list in the spring. You take that very seriously. You keep showing up. You send them market updates. You reference details about their home in a follow-up. You are obviously the right agent. Spring comes, all of a sudden, the sign goes up on the lawn, and it is not your sign. It is another agent's. You find out later they went with a cousin's college friend, someone they had known for 20 years.

Sameer Amini: Now, in that moment, again, you have a choice. The amateur move would be that you conclude that farming does not work or working this neighborhood is not working. You might quit that street or that neighborhood. You start doing something else. Maybe you switch to buyer clients only. Your nice habits that you had for that property starts to consistently die. Okay? Everything you built just slowly goes to waste. The professional move would be, when you are in that moment, that you keep going. You send a warm brief note to the sellers, thanking them and wishing them well. You keep door-knocking the rest of the street. You keep dropping the newsletters because you understand something that the amateur doesn't. You did not lose the whole street. You just lost one house.

Sameer Amini: The next 10 homes to sell on that street will remember who was there every month for the last eight months. That was you, not the cousin's friend. Your reputation on that street is set and it will pay you for years. So consistency is not about winning every deal. It's about being the obvious choice for the next 40 deals, most of which you cannot even see yet.

Sameer Amini: So how do you actually stay consistent when your motivation is absolutely tanking? And it does. There's so many other things in your life that could kill your motivation besides just the career side of things. So you do not rely on motivation. Motivation, folks, is a feeling. Feelings come and go. You cannot build a career on feelings. You build systems that run whether you feel like it or not. Here's what a system looks like, by the way, in this business. Same time every single day for your prospecting, 9:00 to 11:00 a.m.

Sameer Amini: So 9:00 a.m. to 11:00 a.m. every weekday. That's in your schedule. That's hard coded in your schedule. Not when I feel like it, not when I have the energy. Nine to 11, these are the two hours that you're going to be doing something very specific. This should be as obvious as consistent as same as you brushing your teeth. A specific list of activities that you're going to do from 9:00 to 11:00. Not, I'm going to reach out to my sphere. A specific number of calls, a specific number of doors you're going to knock, a specific number of follow-ups from your sphere of influence, people that you've already collected as contacts in the beginning of your career. Something that's countable, trackable. Then tracking. A simple daily log. Numbers only. Did I do the calls or did I not? This is not for your ego, it is your evidence that when the loss hits, that you are still on the plan.

Sameer Amini: The 30-30-30 rule, by the way, for hard days. So even on the worst days, you do 30 minutes of prospecting, 30 minutes of client follow-up, and 30 minutes of learning. That's it. 90 minutes. On the days you can barely function, you still must put in the 90 minutes. That's your absolute bottom line. Motivation-based agents wait to feel good before they get to work. If you're someone who has a system, a habit that's written on your calendar, that's drawn out in front of you, those agents work first, and the good feeling, that motivation, comes as a result of the work. You want to reverse the order there, okay? Do the work, the feeling will absolutely follow.

Sameer Amini: All right. This is the fourth and final piece, which is the recover and you deciding with confidence. You've absorbed the rejection. You've kept your composure. You've kept working through the emotional week. Now what? Now comes the recovery phase, and what you do here determines whether that loss teaches you something valuable or whether you're going to carry a bruise for the next six months. So here's the two-part move, okay? Part one is the debrief, but a specific kind of debrief with yourself. Not, why did I fail? Why did I get rejected? What's wrong with me? Am I even cut out for this? Those questions produce nothing but pain. The right questions for your debrief: What did I do well in this process? Write it out. What would I do differently if I could run this play again? What did I learn about this type of client, this market, this competitor, this specific scenario?

Sameer Amini: Business questions that are actually answerable, that you can write down, and they're also actionable. You can take actions towards them. So you've done the debrief, so now comes part two, which is the decision. So after the debrief, you have to decide, does this loss actually change my strategy going forward? Or was this just an outlier that does not change what I'm doing? I'm doing well. I'm doing great. Just something completely that you can't explain, something that you can't even put into an actual sentence that caused it, right?

Sameer Amini: So most losses are outliers. You do not change your entire approach because of one bad outcome. But every once in a while, a loss reveals a real weakness in the way you do something. Maybe the way you present it to the seller. Maybe what you didn't bring. When it does, and when it does reveal that real weakness, you must adjust once deliberately, then back to consistency. The professionals I know, by the way, can debrief a devastating loss in about 20 minutes and be back to full function by the next morning. Again, that's a skill. It's built by practicing. You're not born this way. You got to practice this.

Sameer Amini: So let me give you the actual debrief framework that you can use, okay? For any loss, steal this. Use it word for word if you want. Give yourself 20 minutes, not 2 hours, not a week, just 20 minutes. Sit down with a pen and paper and answer four questions in order. Question number one, what actually happened? Just the facts, not the story, not your feelings. What happened? What were the facts? Okay, submitted an offer. These were the terms. Client accepted a different offer with these terms, or this is what the agent told me, that the offer was much higher. Facts only. Then question two: What did I do well in the process? And you cannot skip this question. There's almost always something you did well. You have to name it. You have to.

Sameer Amini: It could be that I built a strong rapport with my client, my analysis was solid, my offer package was professional, and I told them exactly what is the line that if they cross over, it's going to be considered overpaying for the property. So question three now: What would I actually do differently? If I could run this again, not what I wish I had happened, what would I change on my end? What could, what should I change? Sometimes the answer is nothing, and that's a valid answer.

Sameer Amini: Sometimes it is specific. I would have called the listing agent earlier to understand the seller's priorities, then set up my offer around that priority. So that's something specific and actionable that you can write with you. And a lot of times, I always encourage agents to go and speak to their manager at the brokerage and let manager, someone experienced, help you with question number three. And this whole exercise can happen with a manager at the brokerage that can help you understand all this. And then question number four, you can see on the slide there. What does this teach me for future deals, for similar scenarios? What is the durable lesson? Not a lesson about my worth, but a lesson about my business and the way I approach things.

Sameer Amini: In multiple offer situations, my entire offer package matters as much as the price, so maybe I have to get more information from the listing agent before I write my offer. 20 minutes, folks, four questions, then close the notebook and move on. This is how professionals process a loss. They don't spiral. They don't allow themselves to spiral, not with denial. With a structured debrief that turns whatever pain they have through that loss into a lesson. And that, by the way, just puts the pain away.

Sameer Amini: So let me close with the shift that I really want you to take from this session. Rejection is not the exception in this business. Rejection is the rule. Success is the exception. Every closed deal is preceded by dozens of noes. Every client who signs with you had other agents they said no to first. Every listing you win had another agent who prepared and lost. Rejection is not a signal that you're doing something wrong. It's actually the price of being in the game. The agents who make it in the business are not the ones who avoid rejection. That is not possible. The agents who make it are the ones who build a professional relationship with rejection itself, who can absorb it, process it, learn from it, and get back on the offense fast and get back on their plan because they have a plan. That is what today was really about.

Sameer Amini: So building a professional relationship with the rejection itself before you need it. I know none of you are in the business right now, so before you are crying in your car after losing a deal, before you're doubting whether you belong in this business, because you do belong, everyone in this webinar can build a successful career in real estate. The only question is whether you will build the mental infrastructure to survive the losses along the way.

Sameer Amini: Okay? So you can start now, even before you face your first real rejection, build the frame, learn the tools, practice the debrief. I want to hopefully motivate you here to learn more about this concept, learn more about how to deal with this, and start practicing some stuff about this too. So again, so when the first big loss hits you in your first career in real estate, in your first year, first deal, and it will, you will be ready. Okay.

Sameer Amini: So, let's do some Q&A. I know some of you might have posted or raised your hand, so let me open up the Q&A box. So feel free, folks. If you have some feedback, comment, questions, specifically questions, put them in the chat. I'm going to wait a few minutes. So I have one question. It says the question is: Look, is it good to become a real estate agent in this economy? I know when the market in real estate is hot, everyone decides to become a realtor. Trust me, I've been in the education side. I know how the numbers go up for new registrations and how they come down when the market is down, right? I believe that it shouldn't be that way. It should be in reverse. I think when the market is down, you all should want to become realtors at that point because the idea of going through the courses, because then you have to deal with actual practice training from your brokerage.

Sameer Amini: So the courses are going to teach you, for example, what a comparative market analysis is and what it means. The brokerage will then teach you how to create it, where to click, what system to use, what program to use, and then how you explain it to somebody. So all of this training, the courses, the education, is going to take time. So if the economy is bad right now, folks, use this time. Go get yourself set up, so when the market does go up, you don't want to start your education at that point. You want to be ready, so when the market is up, you're already ready, trained. Nothing is left to do but just do deals.

Sameer Amini: So that's my answer for that, okay? Good question. Next one is...

Sameer Amini: Okay, so if you are very young, let's say you're 19 years old. Actually, I'll tell you something about me. I started my own real estate courses when I was 19 years old. Okay? I believe I was doing mechanical engineering, and I said, "You know what? I hate Calculus 3.0. No more." I dropped out and I said, "What's next?" Then real estate hit me, and at the age of 19, I started doing my courses. Age 21 or 20, I believe, around that time, I got my real estate education done. There's nothing wrong with starting at that age. Nothing wrong with that. You actually have a pretty good head start. I would recommend that just be ready because unfortunately, from my own experience, back then, when I would go into listing presentations, I didn't have a beard, okay?

Sameer Amini: So I looked really young. And so when I do an amazing job at the listing presentation, the one question that would kill it all for them is, "How old are you?" And that question always was challenging for me to answer because for a lot of people, they really want to see that you're someone experienced. So this rejection resilience that we just did, Brendan, I think you're going to definitely need this a lot more, and I needed it a lot more when I was really, really young in this. However, I really also learned that when you are super young, there are homeowners that rather deal with you than somebody that's older.

Sameer Amini: So you realize that you have your own audience. You just have to go and find them. That's really what it is. So nothing wrong with it. Just be ready for the little bit of challenges that you might have to face, but it's going to make you stronger. Much stronger, by the way.

Sameer Amini: So next question was, what would you consider to be one of the best asset classes to get involved with other than residential? Okay. I personally think if you don't want to just buy and sell homes, then the next best thing to do would be to get into commercial leasing. Helping anyone either open up a business or any sort of a practice, and they all are going to need a commercial unit to rent out to do what they want to do. And those commercial leases are a lot easier to deal with. They pay really good money as well.

Sameer Amini: So that would be the next best asset class, I would say. And that's my answer for that. So the next question is, how about if you're 58 years old, is it a good idea to be an agent? I'm going to say that you might have an easier time, actually, because you show or you give off experience, and you can easily earn someone's trust, right, because you look experienced. So I would say easier time than someone who is extremely young in the business. So that's my answer for that. Next. What do you think about courses like MBA in real estate infrastructure? Honestly, if you want to get into real estate and learn everything about it, you don't need the MBA. As I told you, I literally dropped out mid-uni and got into real estate, and I know everything there is to know about it without having to go through an MBA in real estate infrastructure.

Sameer Amini: Because once you're in the business, there's so much information, and now we have access to data. We have AI now that can literally make you a master on anything if you spend time with it and learn it. So my answer is you don't need it. Okay? Yeah, learning on the go. If you're someone who can self-learn, teach yourself through the vast information that's out there on the internet, that's what I did. That's how I am, by the way. I've never taken courses myself. I've just always self-taught myself through the information that's out there.

Sameer Amini: So folks, let me say thank you so much for being here today. I know there's more questions. I will get to it very soon. But if anyone has to go, I just want you to know that the one line I want you to leave with is this: rejection is something you're going to face. You're going to get it. Just please know it's not information about your worth. It is information about that one deal or that one scenario. So every no you receive in the business is preparing you to receive a big yes later. The agents who make it are the ones who stay in the game long enough for the yeses to just compound. You can do this, all of you. It just takes building the right mindset and the systems before you need them, not after. Next question is, what is something you wish you could redo as a young agent? I might, I would have... You know what?

Sameer Amini: In a lot of my meetings, I could have taken someone else from the brokerage that helped with my energy of if I'm bringing in a super young energy into the mix, maybe bring someone else to my brokerage and maybe split the deal with them. Someone that gives that experience feel, right? So it would kind of level everything. So two of us would be there in front of the homeowner and not just me. I was very courageous. I was very brave to go and do it by myself, and I did a pretty good job. But now that I have the beard, by the way, now that I have that bit of that look, I am even stronger because I went through those rejections and I went through those challenges and it made me step up my game a lot because I really had to face that challenge.

Sameer Amini: So again, if I were to redo it, I would maybe take someone else from the office with me together, okay? And yeah. So yeah, Maxim is saying, "I knew I should've." So again, you're going to see even at every level, at anything you do, you're still going to be rejected, right? So again, I really hope you all learned a lot from the information. Thank you again for being here and have an amazing... We'll see you on the next webinars.