Pick up the Phone and Call
August 4, 2009
Let’s face it, cold calling stinks. Most people don’t want to do it. Yet cold calling is one of the best ways to build your business. However the cold calling I’m talking about isn’t the kind in which you pick up a phone book and start calling random people. I’m talking about Internet leads. Phoning Internet leads isn’t really cold calling since these leads took the time to contact you. They either emailed you or submitted a form with there contact information to your website. These are the kind of leads you want, and these are the leads you need to stay on top of. When most agents get a lead. They’ll call that person once. Maybe twice, and then don’t even bother to follow up. You want to be calling this person every single day until they answer. Be a little aggressive. Remember they took the time to contact you. So obviously they need help with some aspect of there Real Estate search. Once you finally contact them, send them listings. Constantly follow up with them. Any Realtor knows that your database is the lifeblood of your business. Take advantage of it. It’s all a numbers game. The more people you contact, the better chance you have of getting business. As far as fear is concerned, get over it. It can be nerve racking to pick up that phone and call a person whom you never spoke with before. But what is the worst that can happen. They say no. Ouch that hurt. Just move on to the next one. Think of this way. With every person you call, the closer you get to hearing yes. Feel better now. Great, now pick up the phone and start calling.
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Depending on the day, I sometimes still get nervous when making a phone call; however as soon as the customer is on the phone that fear all goes away. Remember these people who enter their information want your help, so pickup the phone and call them. I called 5 fsbo’s last week and I have 3 possible 4 appointments this week. Same thing for internet lead, evern if 50% so say, the other 50% still are paying your commission plus ask them constantly for a referral.
I’m glad other real estate professionals are scared to pick up the phone it leaves me a huge opportunity to pick up where others fail. I see it from time to time when I’m at open houses. I picked up 2 sales this year just from people who were disgruntled with the poor follow up and lack of information.
Internet leads are huge gold if you got the initiative to not give up until you hear a leave me a lone
If you aren’t calling leads you wont be in the business very long. All my Realtors are required to make phone calls. Our new system in the back end evern makes them do it.