Warm up to cold calling
As any seasoned real estate agent can tell you, cold calling is probably No. 1 on the list of things to put off. But it doesn’t have to be. Here are some tips that will not only ease your cold calling nerves, but will make each call simple, business-building and fun. Yes, you read that correctly—fun.
Posture. Remember your mom always telling you to sit up straight? Well, it’s time to start listening. Plant both feet on the floor, straighten your back, pull your shoulders back and push out your chin. This not only makes you look confident, but you’ll feel more confident, too. Just hold this posture before, during and after each call you make.
Call two friends first. Before you tackle the great unknown, place a call to a good friend or two. You know the ones: They tell funny stories, make you feel good about yourself and leave you feeling empowered when you hang up the phone. These calls are your “warm-up act.” And if you don’t reach your favorites right away, keep dialing until you speak to a feel-good friend.
Call within your farming area. This is key for cold calling. Most agents pick their farming areas as ones that are close to their home neighborhoods and work to become the community expert.
Ice-breaker. What’s coming up in the area? Parade? Is there a big city council meeting determining new school boundary lines? Establish yourself as the eyes and ears of your community and a neighborhood resource.
Don’t be a secret agent. Ask for the business. Once you get the conversation flowing, remind them that you’re an agent and you would like more business.
Your next few minutes will go like this:
“Hello, Mrs. Harris. This is Kim Tierney, your neighborhood real estate agent. I’m calling to make sure you know about our upcoming event in the park.”
“Oh, you have two kids who would love to go?”
“I’d be happy to let you know about the fun things happening in our neighborhood. Would you mind if I got your email address and stayed in touch?”
“Great! Oh and if you know of anyone looking to move in or out of our area, please send them my way. I’d love to help.”
“What’s that? Your sister is looking for a new home?”
There it is! Remember, every call might not mean immediate business. But it will introduce you, placing your name in the forefront of a prospective customer’s mind and help establish you as the go-to agent.
Oh, one more tip (your mom said this, too): Practice makes perfect!
Post Author: Kim T.