Sep 7, 2018
A Simple Exercise To Enhance Your Cold-Calling Skills And Grow Your Lead List
Let's imagine you're preparing to make some cold calls in search of new clients looking to buy or sell homes. There you are at your desk, perch, hangout or office comfy chair. You have your coffee, product or service information, vetted list of leads and headset. Here goes nothing.
Stop — don't pick up that phone. Before dialing a single number, ask yourself why you are calling this person. You want to set an appointment. Why?
This time, try something different: Stand up and walk outside your office and onto the sidewalk. What do you see? People. Walk up to one of them, and start a conversation.
What did you learn about that person from this impromptu, casual conversation?
Cold Calling 101
As a real estate agent, you are always cold calling.
In every social or business encounter, you are aggregating information. The purposes of these interactions may vary, but getting the information is basically the same. As a first step, you need to become comfortable talking with people in person, on the fly. This takes practice — that is why we started off with the stranger on the street. If you can feel comfortable in this scenario, the phone calls will be a breeze, just like closing your eyes and talking to a friend.
Prior to the "stranger approach," you should scan for pieces of information that are readily evident about the person you plan to approach — insignias, team logos, prints on clothing, food or drink they're holding — the list is endless. When you open your mouth to say hello, prepare to bring up something you've observed about the person you're approaching. Armed with more information, you have more to banter about. Look for synergies. Exchange data, and then be on your way.
On the phone, you can use this same tactic — but since you don't see your prospect, you'll have to look for conversation-starting clues in other ways. The successful cold call is made by getting out of your own way. Begin a conversation with someone, and listen to them. Don't be too rigid. Ask prudent questions that are not on the prescribed talking points list. This will be based on the general flow of the conversation. Make mental (or physical) notes of the information you gain just by being open to discussion with someone you're just getting to know. You know your business; you know the market — now, get to know your prospect. Small steps can get you far.
Just one piece of personal information disclosed through conversation can be quite useful if you listen with intent and act with purpose. A professional prospect knows what you want from them, so you really don't have to tell them much about that as you begin. You do have to listen, and then leave with something that will get you toward your end goal.
Excelling at cold calling is an asset to your real estate business, and requires talking to anyone, about anything, at a moment's notice. Being comfortable with that takes practice. The good news is you have plenty of opportunities to practice every time you walk outside. Find someone in need of something, and offer up your interest in how you can help them. Remember to look left, right, around. The more you engage with others, the easier it gets.
Article from Forbes