The Real Estate Encyclopedia
How Do I Prepare Myself for Cold Calling?
Category - Professional Development - Become a Real Estate Agent

Following are some ways you can train yourself in Cold Calling:

 

  • Develop your technique by preparing mentally before each call.  By going over what you plan to say, you will find it easier to “converse” with the prospect.  Practice a warm approach without sounding fake or “sugar coated.” 
  • Practice Cold Calling by calling your own answering machine or by taping your message.  Listen to yourself and practice for as long as necessary to sound real and uninhibited.  By practicing your calls, you will trigger the “automatic pilot mode” in your brain, which will overrule your fears when placing the real call because you have memorized certain words and sentences.   
  • Create a positive environment around you in the space you call from.  Place favorite photos, motivational quotes, framed testimonials around you, which you can focus on to maintain a positive and enthusiastic mood throughout the call. 
  • Consider mailing an introduction before calling a prospect.  By doing so, your lead in line would allow you to say, “I’m following up on the letter I mailed last week...” or “I’m following up to make sure you received my letter dated...”
  • Practice asking introductory questions, which require a yes answer.  “Isn’t the weather nice today?”  (If you are calling on a gorgeous spring day, for example.)
  • Practice the way you would place a call to “enquire” about a product or service.  Tape yourself asking for information on a book or car.  Try to emulate this tone and approach when talking to a prospect.  This approach will help the prospect relax because you are not pushing your way into his or her space. 
  • Watch your tone of voice.  When listening to your taped messages, check for embarrassment or sheepishness.  The correct tone is warm, to the point, enquiring and even curious. 
  • Set your goal for the number of calls you want to place and the timing.  “50 in 150” is a generally used approach.  Make 50 calls in 150 minutes.  Take a break every 15 calls to recharge your batteries.  Use that time to assess the responses you got, ways you might improve your next call, what worked and what did not.  Find the best approach to the number of calls and time you dedicate to each call.  You want to be friendly, open and approachable but never insistent or threatening.  You also do not want to “waste” your prospect’s time. 
  • Think “next,” every time you meet with rejection.  Do not linger or beat yourself up.  Rather than mourning the lost opportunity, chuck it up to experience and think of the thousands of prospects you still need to call.  Change your perspective and stay focused.  Learn not to take rejection personally.  Think of how you respond to sales efforts by vendors and what your reasons are to reject them.  You will find there are many reasons why a prospect may not be open to a call at a particular time.  If you found a reason for hope in the rejection, place the information in your follow-up list and call on a later date.  This would be the case if the prospect told you he or she was short on time or was not interested “at this time.”  Do not insist, if the prospect was very negative to the call.  At most, send a sales letter as a follow up. 
 
Category(s)
Professional Development - Become a Real Estate Agent
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