Read Time: 2 minutes
Is this you? Don’t worry, you’re not the only one!
In our chats with agents every day, we typically hear the same few reasons why they don’t pick up the phone:
- they don’t know what to say
- they don’t know who to call
- they don’t like doing it
- they don’t have time
If you’ve had the same thoughts running through your own mind – you’re not alone. These are common reasons that lead to the calls not being made. But, the bottom line is – they need to be made.
- they need to be made to build your pipeline
- they need to be made to build your profile and relationships
- they need to be made so you stop missing business that you should have won
So how can you overcome these?
1. Plan your dialogue
There’s always something to talk about, you just need to plan ahead. The easiest thing to call about is a new listing or sale in the area as there’s always something new to talk about and it’s relevant and interesting to local homeowners. Remember, it doesn’t have to be your listing!
2. There are only two categories of people you need to call
You only need to call a local homeowner in your database and your pipeline. If you don’t have a database or pipeline, start now. Reach out if you need help making a plan of attack.
3. Overcome your obstacles
Why don’t you like making calls? Is it because of one of the reasons above? You can overcome those with structure and planning. Whatever your procrastination trick is – trick yourself out of it.
To get my content written in the morning, I don’t open my email or look at Slack beforehand. I put my phone on DND. You could block out the first hour of your day, have your list ready and make yourself dial the first number within 10mins of being in the office. Set your goal for a number of dials (not connects, you can’t control who picks up the phone) and keep dialling until you’ve finished.
Reward yourself afterwards.
4. Find someone who has time
If you don’t have time to make the calls – find someone who does. Whether it be your associate or outsourcing to a company like Client Collective – the calls need to be done to get you where you want to get to. Get it done!
What tips and tricks do you have to get your calls done?
