![]() |
Add caption |
In commercial real estate your ability to make cold calls in reasonable number every working day will impact your career significantly. Not enough real estate salespeople make cold calls in sufficient number for it to be of real benefit. They will avoid the issue at all costs.
Unfortunately the cost to them is the loss of listing opportunity and average commissions. Territory domination is then hard to achieve.
If you make cold calls in real numbers every day, you will build a great real estate business. The best real estate salespeople earning the highest commissions are not normally the best natural negotiators, but they are usually the best prospectors and cold calling advocates.
Whats the Pain?
Salespeople see pain in making cold calls on the telephone. They see the process and the negative answers that they get as real pain to them. They then avoid the pain by not doing the process.
Now all this is fine if you want ordinary commissions. If however you want more listings and results then you will have to make the calls in sufficient volume each working day. About 2 or 3 hours of cold calls is about the right time frame to stick to. In that time you should be able to make 50 calls and speak to 20 people (not everyone you call will be available to take your call). On most average days speaking to those 20 people will create about 2 meetings. How successful would your real estate business be if you made 2 extra meetings per day with fresh prospects?
To make more cold calls you have to take on the pain of the process. Once you start making the calls they must be a habit in your daily diary. Confront the pain.
The pain in cold calling is a number of these things to most people:
- Can't find the time
- Don't know what to say
- No system of contact to record results
- No tracking system to see how they are progressing
- Lose momentum and focus
- Don't know who to call
- Don't like the 'no' or 'not today answers'
The list can go on into many hurdles and problems. The reality of resolving this pain is that it comes down to you the person; you are the right person that must fix them. Take on the challenge and make the cold calls; pretty soon you are in control of your market and of your destiny. The more calls you make the better things get.
No comments:
Post a Comment