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The Greatest Fear of All


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Overcoming Fear of Rejection for Greater Sales Success

reverse mortgage newsSomeone once told me “the answer is always no until you ask”. I beat this mantra into my consciousness early in my sales career. It speaks to a common affliction often found in salespeople: the fear of rejection.

As human beings we are hard-wired to seek connection, acceptance and belonging. Fear of rejection focuses on the potential loss of these nobel aspirations. Truth be told none of us are immune yet some have mastered their fear pushing through to new levels of personal victory and professional achievement. How can each of us as reverse mortgage professional manage this human condition?

It’s strictly business

Life is a teacher and at times an brutal drill instructor. We have learned repeatedly that being rejected hurts. This repeated cycle of action and consequence can leave some feeling insecure as to how they should approach others coupled with a bruised sense of worth. When it comes to sales there is something we should first consider: the rejection is not of you as a person but of the idea or product you are selling. As Michael Corleone opined in the Godfather “…

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Editor in Chief:
As a prominent commentator and Editor in Chief at, Shannon Hicks has played a pivotal role in reshaping the conversation around reverse mortgages. His unique perspectives and deep understanding of the industry have not only educated countless readers but has also contributed to introducing practical strategies utilizing housing wealth with a reverse mortgage.
Shannon’s journey into the world of reverse mortgages began in 2002 as an originator and his prior work in the financial services industry. Shannon has been covering reverse mortgage news stories since 2008 when he launched the podcast HECMWorld Weekly. Later, in 2010 he began producing the weekly video series The Industry Leader Update and Friday’s Food for Thought.
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1 Comment

  1. Shannon,

    Thanks for the reminder.

    I hate calling when there is no response. It is worse than getting a “no” as long as that “no” is not followed by “and never call me back. In fact put me on your do not call list.”

    I am afraid I have not taken your lead to say over and over again, “no is but another step toward getting a “yes.” Sales is not a business to avoid rejection.

    If we believe in the product and that most seniors will end up in significant cash flow need during retirement, then we need to pursue getting more HECMs to seniors. Getting over the natural rejection reaction is paramount to staying on course.

    Thanks again.

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