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Prospecting 101: Just make the calls

by Chett Coombs, on July 10, 2017


What do we want? Leads! When do we want them? Now! And how do we get them? Please, any way other than cold calling.

Agents are often go-getters and not the shrinking violet type, but it’s common to shy away from making cold calls—especially when you can talk yourself into thinking it’s a waste of time.

However, calling expired listings is a great way to make contact with homeowners who are already selling their homes and have already agreed to pay an agent. These leads from expired listings can be a valuable, continuous source of clients.

Don’t be reluctant to make these calls. Subscribe to Landvoice and we’ll make it easy by sending phone numbers for all your expired listings directly to you.

Cold Calling is a Skill

Why do we hate cold calling? Maybe you’re uncomfortable and don’t know what to say. What if they ask you a question you don’t know? People can be upset and they can even—gasp!—tell you no. The good news is that just like writing contracts or staging a home, making cold calls is a skill. With practice, you can master it.

Remember, you’re not an awkward middle schooler calling their crush. You’re a successful, confident business person with proven people skills in spades. Even over the phone, the person on the other end of the line can sense your self-assurance, and they’ll trust you to help them sell their home.

It’s Just a Phone Call

Remember the person who you’re cold calling is just that—another human being. They have insecurities and needs to be met.

After a cold call, the best-case scenario is that you have a new client. The worst-case scenario is that you don’t—but you have another new contact to add to your CRM.

So even after “worst-case scenario,” there’s no actual damage or loss. You haven’t lost any business, and you can move on with a fresh start in the next conversation with someone new. Over time, the return on your investment making calls will increase. It does take a learning curve as you get started. But in the end, it’s just a phone call.

The More You Call, the More You Get

Making calls is a numbers game. The more calls you make, the more listing appointments you set. The more listing appointments you set, the more listings you get. The more listings you get, the more transactions you make. The more transactions you make, the more professional freedom you gain. Isn’t that the real end-game?

As you build your skills, imagine how many future contacts will be impressed with your ability to communicate effectively.

Not wanting make cold calls is thinking about your career in the short term. Think long-term about the professional and financial freedom you will be able to afford by expanding your clientele.

Remember, it’s a numbers game, and that’s a game you can win with a Landvoice subscription service saving you time, growing your call skills, and your perseverance.

Landvoice offers subscription services to get you over the hump from calling expired listings to doing business entirely from happy client referrals. Bundle subscriptions and save—not only time, but money. Landvoice is the one provider you need that offers services like Call Capture, which can help build relationships that can turn into listings, and other subscriptions that send generates leads, to effortlessly supply you with expired MLS leads and FSBO leadss right toright to your inbox. Choose Landvoice and you’ll save valuable time you can dedicate to taking your business to the next level.

Topics:expired leadsProductivityProspecting