Call reluctance is one of the biggest hurdles in commercial real estate or any real estate for that matter.
Many real estate agents struggle with the prospecting and cold calling process.
The reality is that the process has to be mastered if you want to be successful in the industry.
The perfect cure for call reluctance is available to those who are diligent and driven to take the appropriate 'medicine'.
It is not hard, it is just different.
To create the perfect cure for call reluctance it is important to understand where the problem begins.
Call reluctance is the result of a negative mindset and poor calling attitude on the part of the salesperson.
Many salespeople develop the negative mindset after only a few days of the prospecting process, simply because most of the people they speak to turn them down or say no thank you.
Rejection can soon undermine all good intentions and procedures to make calls.
The reality is that prospecting and cold calling will always get some negative responses.
The ratio of rejection changes from person to person but with practice, will gradually improve.
Very soon cold calling can become one of the best ways to generate more business, listings, and commissions.
Call prospecting and cold calling is a skill that requires development.
Considering that most of our lives we have been doing other things and developing other social skills, calling and prospecting is something that is generally foreign to most people when it first becomes part of their job.
That is why skill development and practice is required if you work in the real estate industry and want more listings and more prospects.
The perfect cure for call reluctance can be based on the following personal process:
It remains the most successful way of generating new business opportunity and building your database.
In this market, the database that you maintain and grow will support you even when economic circumstances are frustrating.
Given that the commercial real estate market revolves around businesses and property investors, it is these two groups of people that should feature in your prospecting call research each evening in preparation for the next day.
Those real estate agents that want a cure for call reluctance simply need to look within and start the appropriate practice.
Build your new skill and your mindset will soon change.
Anything that is worthwhile takes practice and commitment; call reluctance can be overcome through diligence and practice.
Many real estate agents struggle with the prospecting and cold calling process.
The reality is that the process has to be mastered if you want to be successful in the industry.
The perfect cure for call reluctance is available to those who are diligent and driven to take the appropriate 'medicine'.
It is not hard, it is just different.
To create the perfect cure for call reluctance it is important to understand where the problem begins.
Call reluctance is the result of a negative mindset and poor calling attitude on the part of the salesperson.
Many salespeople develop the negative mindset after only a few days of the prospecting process, simply because most of the people they speak to turn them down or say no thank you.
Rejection can soon undermine all good intentions and procedures to make calls.
The reality is that prospecting and cold calling will always get some negative responses.
The ratio of rejection changes from person to person but with practice, will gradually improve.
Very soon cold calling can become one of the best ways to generate more business, listings, and commissions.
Call prospecting and cold calling is a skill that requires development.
Considering that most of our lives we have been doing other things and developing other social skills, calling and prospecting is something that is generally foreign to most people when it first becomes part of their job.
That is why skill development and practice is required if you work in the real estate industry and want more listings and more prospects.
The perfect cure for call reluctance can be based on the following personal process:
- Understand that calling is part of your job
- Preparation of your prospects list each evening before the next working day will improve your call conversions
- Practicing your dialogue each morning prior to getting to work will help your confidence
- Starting your calls at the best time to capture your market is critical
- Making 50 calls over a period of 2 to 3 hours should be the standard average that you strive to achieve.
Understand that you will not get to 50 people in that time but you should connect to at least 20. - As to those people that you cannot reach today, put them in a follow up system for tomorrow.
- Excellent records being captured into your database is critical to forward momentum
- When you think it's time to stop calling, make another two or three calls to strengthen your resolve for the process.
- Success in cold calling is driven from personal confidence and diligence to the process.
The more you do it the better you will get.
It remains the most successful way of generating new business opportunity and building your database.
In this market, the database that you maintain and grow will support you even when economic circumstances are frustrating.
Given that the commercial real estate market revolves around businesses and property investors, it is these two groups of people that should feature in your prospecting call research each evening in preparation for the next day.
Those real estate agents that want a cure for call reluctance simply need to look within and start the appropriate practice.
Build your new skill and your mindset will soon change.
Anything that is worthwhile takes practice and commitment; call reluctance can be overcome through diligence and practice.
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