5-5-5-5, Day 4


Thursday’s Objective:  Make the Call

Start off by focusing on your sphere. Get comfortable calling people by calling those you’re closest with first and telling them all about your new career and how you’d love if they would work with you or recommend you to their friends. These are your people! They want to see you succeed! Our suggestion: start with the A’s in your database, then move onto the B’s, then C’s. The more practice you have, the more comfortable you’ll be calling people you don’t know as well!

Remember to come from the mindset of contribution (or friendship!) You’ll be calling people in your sphere to start with – all people you have a relationship with! Chat with them about what’s new in their lives, what their kids are up to, etc… then tell them about your new plunge into real estate, how excited you are to be launching your career, and how you would love to work with them in the future for all their real estate needs.

Cold Calling and Calling Acquaintances:

The number of salespeople who go through the first three steps only to not make the call is way too high.  Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right.  If you do that once, you’ll do it again and again and you’ll never make the calls you need to make.

Does the very thought of picking up the phone give you chills? Don’t worry! Hesitating to make cold calls is natural and it won’t last forever. Find a script you feel comfortable with, check out the “Do Not Call” list, and cozy up to the telephone. Your script can be as simple as “Hello, this is _______ calling from Silvercreek Realty Group.   Have you thought about moving this year? If you were to move, where would you go?” A simple, friendly question like this can open up a meaningful conversation.

Celebrate the NO.  Part of being an agent is being told “No, thanks” sometimes, and that’s okay! Think of every “no” you hear as bringing you one step closer to the next “YES!” And remember to be courteous and friendly, as often times when someone says “no” what they really mean is “not yet.” The key here is to avoid taking these conversations personally. Like any type of sales, real estate is a numbers game and the more people you talk to, the more viable leads you’ll gain and the more sales you’ll make. Stay positive!

Prospecting is not difficult and in the end it’s very rewarding.  It’s how you develop new customers and an effective method for successful real estate agents.  Just make the call!


Action Items:

  1. Make 5 calls today.
    • Suggested Topics:
      • What’s new in your life?
      • A new business/upcoming event you think they’ll like
      • Meet for coffee or lunch
      • Thank you for…
    • A little ways down the road, when it’s time to start cold calling, here’s some ideas:
      • Expired listing
      • Call neighboring homes around your upcoming open house
      • For Sale By Owner – opportunity to list?