Real estate agents often ask me how they can break through and dramatically grow their business. The smart aleck answer is that the best prospecting tool is the one that you will use every day!
Even though that answer is true as far as it goes, it’s not all that helpful. I think what they really want to know is, “What tech tool should I use?” or maybe, “What old-school farming method should I use?”
If you step back from these questions and ask them what they will do if one of these methods produces an inquiry, you get a blank stare. They invariably say, “I’d call them back!”
At this point, I say, why not short-circuit the process and pick up the phone to call through your database without waiting for them to call you (which they rarely do)?
That’s when I hear all sorts of excuses about why they can’t just call someone out of the blue. To that, I call BS. They are saying that there is some fear that keeps them from making that call.
So, I’ve compiled some thoughts on how to overcome that fear.
Overcoming the fear of making calls is key for any real estate agent looking to grow their business. These techniques can transform how you approach client interactions and boost your success.
First, changing your mindset is a game-changer. Instead of seeing calls as just sales attempts, think of them as chances to help people. This shift can ease a lot of anxiety. When you focus on offering value and building relationships, you’ll approach calls more enthusiastically and confidently.
Training and role-playing are also super helpful. Practicing scripts and running through different scenarios with colleagues can make real conversations much easier. The more you practice, the less intimidating those calls will feel.
Setting small, realistic goals is another great strategy. Start with a few calls a day and gradually increase the number as you get more comfortable. Celebrating small wins along the way keeps you motivated and makes the whole process feel more rewarding.
Tech tools like CRM systems and power dialers can streamline your calling process, making it more efficient and less stressful. These tools help you keep track of interactions and follow-ups so you don’t miss any opportunities.
Having a support system is also crucial. Pair up with a buddy for accountability and regular check-ins. This creates a sense of community and shared goals, which can be encouraging.
Following these techniques can help you overcome your reluctance to call, allowing you to connect with more people, build stronger relationships, and find more business opportunities. With the right mindset, preparation, goal-setting, and support, you’ll significantly boost your confidence and grow your real estate business.
