In my experience, cold calling has always been that obstacle, that road block, if you will, between me and a $6,000-20,000 pay day. The big question is: why is it a road block? Why don't more people do this? Why didn't I do this... knowing within a 100 calls I'm more than likely to get in front of at least 1 client? After meditating on this question and watching hours of Dan Pena, I concluded that the answer boils down to one thing: self esteem.
Sales agents that exude self-confidence and self-esteem don't let a lot of things bother them. They don't mind being called an idiot, they don't mind criticism from fed up sellers. So the big question is, are you letting name calling and criticism stop you from picking up the phone? Are you scared to death that someone might criticize you, call you a name or make you feel inferior in any way? If the answer is yes, then you have self-esteem issues. But don't worry, you are not alone; I struggle with this daily. The good news that self-esteem can be taught. Here's how.
Step 1: Visualize - visualize daily about the person you intend to become. Close your eyes and go into deep thought, go into every detail of the new fearless you. Think about your new style, the way you may walk, talk, dress and feel.
Step 2: Affirmations - repeat out loud to yourself everyday the words that you need to hear to get you going. I tell myself continuously how amazing I am, and how much of a business bad ass I am. I also tell myself how much I love to cold call. I do these repeated affirmations anywhere from 20 to 30 minutes every day.
Step 3: Write out your future - write out your future goals daily, ie: Where you're going to live, who you're going to help, how much money you're going to make, what suits your going to where, what car your going to drive.
Remember that everyone started from somewhere. Larry Bird was not Larry Bird before he became Larry Bird; the same thing goes for Kobe Bryant, Micheal Jordan & Magic Johnson. These people had to visualize, practice;visualize, practice; visualize & practice... over and over again until they became the people that they are today. The same goes for all of you Realtors out there; it takes big-time thoughts & big-time actions to be the best in the game.
Sales are sales, ladies and gentlemen. From stocks and car sales, to real estate ... You need the courage, enthusiasm, and cojones to sell yourself.
Check out the video below from the infamous speech on cold calling. Leonardo DiCaprio plays Jordan Belfort, a stock broker who amps up his sales team before taking Steve Madden public.
We want YOU to know your value today as you get prepped and ready to hit the phones
Call a prospect today.