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. When you do decide to call it's alot easier to sell you potential client if you have a huge online presence. Once you get talking to your client all you to do is tell them to google you and BOOM! You are everywhere looking like the professional that they want to work with.
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. Not only will you get more listing you will get better and better with each any every call! No matter your skill level it all comes back around to numbers. If you are a beginner in cold calling your closing rate might be 1 appointment for every 100 calls. However it's easy to make a 100 calls a day. So an appoint a day is not out of the equation.
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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. For whatever reason most Realtors tend to shoot for the lower price points anywhere from 150k - 500k. You want to dominate and compete with as few Realtors as possible so it's best to start with the highest price points first.
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. It's not easy for most of us to simply pick up a phone and ask people to let us sell their homes. It takes a certian kind of mindset to be able to pull this off.
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. So just get your confidence right and go for it.