You might want to put this one on your to-read list.
Because we've all been in a funk where we don't feel like picking up the phone and making our calls.
We make excuses for ourselves. We are procrastinators. We come across something else that is ostensibly "urgent."
That was the situation lately for one of our coaching members. He complained in one of our online mastermind groups that he couldn't seem to force himself to make his calls.
He was fortunate to have a coach and a supportive community to lean on. And they came through with plenty of sound advise. Because the goal is to get out of that malaise as soon as possible and back into your regular routine.
As a result, I've gathered ten of their best recommendations and am sharing them with you today.
Tip #1: Establish The Right Atmosphere
It doesn't mean you can't have some enthusiasm in the room when you're on the phone.
Put on some music that makes you feel energized.
Get your body moving by standing up.
Get your blood pounding and your adrenaline flowing.
Then it's time to dial!
Tip #2: Believe In Your Greatness
Several individuals have suggested reciting some affirmations aloud before making your calls to get you in the appropriate frame of mind.
Here are a few recommendations:
"I enjoy making phone calls."
"I'm a machine for making appointments."
"I assist folks on a daily basis."
"People are waiting for me to arrive so that I can assist them."
"It's important for people to hear from me."
"I add value to people's lives."
"I get to pick and choose who I want to work with."
"It's a privilege to work with me."
Adopt a few or come up with your own.
Tip #3: Change Your Perception
One of the most significant obstacles for the person who commented was that he viewed his calls as "sales calls."
Others advised him to adjust his narrative to reflect what he's truly doing: talking with potential clients and determining how he might assist them in achieving their real estate goals.
So don't consider it "cold calling," "prospecting," or "sales" calls. Give it a new name that puts it in a more positive light. It's absolutely your decision.
"Love that you have the opportunity to chat to individuals and find out facts about them," I thought was excellent advise.
Tip #4: Don't Forget To Practice!
When you practice anything, you get more adept at it.
A lot of agents' anxiety stems from the fact that they don't know what to say and are terrified of being "put on the spot" by the person on the other end of the line.
It is for this reason why role playing is so vital. You'll feel more at ease on the phone if you've absorbed what you want to say. It is possible to be yourself and reply in a human manner.
Make role-playing a part of your morning routine, and you'll be one step closer to making regular phone calls.
Tip #5: Adopt The Correct Mentality
You'll never build the type of relationships that successful agents do with their prospects if you pick up the phone with the nagging notion that you're bothering them.
When it comes to making calls, your mindset can make all the difference between success and failure.
Here's a far superior option:
Believe in your heart and mind that YOU are the greatest person to assist others in making a decision. Then it's a no-brainer to call out and answer any questions they may have, keep them up to date on market conditions, and see how you can assist them.
Tip No. 6: Select Your Difficulty
Look, I understand... I'm not implying that picking up the phone and making calls with tremendous discipline is simple. (If it were easy, everyone would be wealthy, and there would be no need for a real estate coach like me.)
But consider the alternative for a moment — it's difficult, too!
Yes, making phone calls can be difficult. But so is having trouble paying your mortgage. Telling your children they won't be able to attend the school of their choice because you can't afford it is also a bad idea. The anxiety of not knowing where your next salary will come from is also a factor.
We must all choose our difficulty in life. When you look at it that way, I believe it becomes a lot simpler to pick up the phone and have a few productive conversations every day.
Tip #7: Working From A Script
This one should go without saying, but knowing what you're going to say makes making calls a lot easier.
It's much more difficult if you insist on "winging it" and end up improvising every time someone responds.
Scripts don't have to be sophisticated, and they don't have to make you sound like a robot.
Someone remarked in that post that calling homeowners to notify them of a recent sale in their neighborhood and the fact that additional buyers are interested in their community, but there are no properties for sale, is a terrific piece of advice.
On a recent edition of my podcast, Byron Lazine mentioned that this was working quite well for his team. If you want to know the precise circle prospecting script his team uses, listen to Byron's answer about 36:30.
Isn't that simple?
Tip #8: Keep In Mind... They Can Sense It
This is an easy one... when you speak, grin. It is detectable by the person on the other end of the line.
In the contrary scenario, if you're nervous, terrified, or uninterested, they'll sense it as well, and you'll be wasting everyone's time.
Tip No. 9: You'll Feel Better When You're Done
Someone likened making phone calls to going to the gym. You may not want to do it, but once you have, you will feel lot better.
If you enjoy the rush of adrenaline and energy you get after a good workout, try to replicate it during the workplace. Make your calls and then relax and enjoy the satisfaction!
Just go for it!
Tip No. 10: What's The Worst That Could Happen?
Let's look at the benefits and drawbacks of making your calls...
The benefits are that you engage with members of your neighborhood, provide value, create rapport, schedule appointments, sell more homes, and make more money...
And what's the catch? Maybe a couple of folks may hang up on you?
There are still some homeowners who believe they must wait until Covid is completely gone before they can safely and successfully sell their home. It's your job to reach out to them and inform them about what's going on in the market, allowing them to proceed with their life plans. In the process, you'll increase your chances of getting the listing, selling the home, creating another satisfied customer, and putting more money in your pocket.
Remember… Everything nice happens when you're not in your usual environment. So either force yourself to make the calls, or find the support and responsibility you need to do so on a regular, disciplined basis.