What Richard Branson—and a Month at Sea—Taught Me About Prospecting with Confidence

Kara Moll
Aug 7
5 min read

Imagine sailing the Mediterranean on Virgin Voyages’ Scarlet Lady, surrounded by turquoise waves, and hearing Sir Richard Branson, the fearless founder of the Virgin Group, share a gem of wisdom that stops you in your tracks.

I’m fortunate to have had this very experience, and I have to tell you, his words hit me like a tidal wave: “If somebody offers you an amazing opportunity, and you’re not sure you can do it—say yes, and then learn how to do it later.”

For realtors, this isn’t just entrepreneurial advice—it’s a blueprint for prospecting with unshakable confidence. Every lead, every cold call, every pitch to an unfamiliar market is a chance to say “yes” and grow into the challenge.

Prospecting can feel like navigating stormy seas, with rejection lurking around every corner. But Branson’s mindset—embracing risk and trusting yourself to figure it out—changes everything.

With 20+ years in real estate and Exactly What to Say® training in my toolkit, I’m sharing three real estate prospecting tips inspired by Branson’s bold philosophy. These strategies will help you tackle fear, seize opportunities, and build a thriving pipeline with confidence. Let’s set sail!

Smiling person in business attire on phone in sunny outdoor setting; trees and buildings in the background, bright and cheerful mood.

Why Prospecting Feels Like a Leap

Prospecting is the heartbeat of real estate, but it’s rarely smooth sailing.

Fear of a “no,” uncertainty about a lead’s potential, or doubts about your pitch can make you hesitate. Branson’s approach—saying “yes” despite the unknown—shows how bold action fuels success. These tips for realtors will help you:

Conquer Doubt: Push past fear to connect with every lead, no matter how intimidating.
Build Your Pipeline: Turn uncertain prospects into clients with strategic moves.
Grow Confidently: Embrace each call as a chance to sharpen your skills and win trust.

1) Say "Yes" to Every Lead with Confidence

You’re staring at a lead’s contact info, wondering if they’re worth the call.

Branson’s advice? Say “yes” and dive in. Every outreach is a chance to hone your craft and uncover hidden opportunities.

How to Do It: Commit to contacting every lead, even those who seem like long shots. Start with an Exactly What to Say® opener like, “I’m curious—what’s your biggest goal for your next home?” This invites dialogue and builds rapport. Follow up with a question like, “What’s one thing that would make your home search perfect?” to keep them engaged.
Why It Works: Acting despite doubt builds confidence and opens doors to unexpected clients. That hesitant lead might be a referral goldmine or a motivated buyer waiting for the right approach. Each call strengthens your ability to connect and persuade.

Tip for Realtors: Create a daily prospecting routine to tackle at least 10 leads, using a CRM to track calls and note client goals. For example, categorize leads by motivation (e.g. “relocating,” “first-time buyer”) and tailor your Exactly What to Say® openers to their needs.

Review your notes weekly to refine your approach, ensuring you’re ready for any conversation, no matter how uncertain the lead seems.

Three people walk and converse in a suburban street. The setting is vibrant with a blue house in the background. All seem engaged.

2) Adapt in the Moment with a Growth Mindset

You’re pitching a new neighborhood but don’t know every detail yet. Branson’s philosophy encourages jumping in and adapting as you go. Prospecting isn’t about perfection—it’s about growing through action.

How to Do It: Before a call, arm yourself with one key market stat, like, “Homes in this area sold 5% above list price last month.” Ask, “What’s most important to you in this market?” to uncover their priorities. If they raise a concern (e.g. “Is this a good time to buy?”), respond with, “Let’s look at recent trends together—what would make you feel confident moving forward?” This shows you’re a guide, not a know-it-all.
Why It Works: Adapting in real-time builds your expertise and confidence. Each conversation teaches you how to handle objections or pivot based on client needs, making you a sharper realtor. Clients trust your willingness to learn alongside them.

Tip for Realtors: Build a quick-reference market guide in your notes app with stats like average sale prices, days on market, and buyer trends for your top neighborhoods. After each call, add one new insight (e.g. “Client prioritizes schools”) to your guide.

This habit turns every prospecting conversation into a learning opportunity, helping you pitch any market with growing confidence.

Smiling woman with curly hair talks on phone, seated at desk with laptop and mug in modern office setting. Bright and cheerful mood.

3) Turn Rejection Into Stepping Stones

A lead shuts you down with, “I’m not interested.” It stings, but Branson sees setbacks as stepping stones, not stop signs.

In prospecting, every “no” is a chance to refine your approach and get closer to “yes.”

How to Do It: Respond to rejection with, “I appreciate your honesty—what would make this the right time for you?” This keeps the door open and reveals their needs (e.g. “I’m waiting for rates to drop”). Use their response to adjust your follow-up, like sending a market update with, “I noticed you mentioned rates—here’s how they’re trending.” Track these interactions to spot patterns, like common objections, and refine your pitch.
Why It Works: Rejections uncover client motivations, letting you tailor future outreach. They also build resilience, teaching you to stay calm and strategic. Over time, these “no’s” become stepping stones to stronger connections and more deals.

Tip for Realtors: Keep a rejection journal in your CRM or notebook, logging each “no” with the client’s reason and one action to improve (e.g. “Add rate trends to my pitch”).

Review it monthly to identify trends, like frequent objections about timing, and create targeted scripts, like Exactly What to Say® phrases for hesitant buyers. This practice turns rejections into tools for mastering real estate sales techniques.

Confidence: Your Key to Prospecting Success

Richard Branson’s “say yes” mindset is a powerful lesson for realtors.

By embracing every lead, adapting in the moment, and turning rejections into stepping stones, you’ll build a pipeline that thrives on confidence. These real estate prospecting tips, rooted in bold action and self-belief, will transform how you connect with clients.

What’s the biggest prospecting hurdle holding you back? Drop a comment below and we can tackle it together!

About Kara

Kara Moll empowers busy executives to become confident, effective communicators—unlocking their full potential in both their personal and professional lives. A real estate coach with Keller Williams MAPS Coaching, Kara is one of Phil M. Jones’ Certified Guides and an Exactly What to Say® Coach. She combines these powerful communication frameworks with expertise in Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.

With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops at Workshops & Events | Kara Moll