One of the most feared things about real estate is picking up the phone to prospect, most commonly known as "cold calling". We have been paralyzed by the fear of what people might say that will cripple out pitch, break us down, and cower down with a tail between our legs. The most obvious question that few stop and ask is "why?" In episode of The Follow Me Show, we deconstruct the simple practice of cold calling. Can we get past the piercing words of a perfect stranger that will inevitably fall in our way when we cold call? By dissecting the reason for the fear, together we will overcome an imaginary roadblock.
Here are the key factors that aid you before you sit down for your first phone call.
As a Realtor, most of your job is talking to as many people as possible in every day. This is made incredibly easy with online communication platforms, and more relevant than face-to-face interaction.
One of the best times I've had with calling expired and For Sale By Owner prospects is when I timed myself to call as many numbers as possible in 20 minutes. If you go into your cold calling time with this mindset and time crunch, you will absolutely see more results.
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Believe it or not, those who are selling homes at a higher price point are easier to talk with. Their phone isn't ringing off the hook as with a $200k home seller.
In Drew's article: "You're Good Enough to Cold Call", the mindset needed to exude confidence is explored and developed through visualization, goal planning, and affirmations.
Here's a tip: you're not going to die from cold calling. No one can physically harm you when they hang up the phone on you. They cannot fire you if you're not their agent. You have absolutely nothing to lose.