Cold Calling

My brother in-law once said to me "you don't understand, it is easy for you". We were talking about talking to people. You know, in social settings, parties gatherings etc. Some might call it socializing. In sales we call it social networking. We were talking about how important it is if you are in a sales job, like selling real estate. That was his response to me "It is easy for you". Many of my friends and peers think that about me. It actually surprises me when I hear it. What they don't understand is that I believe we all have those feelings of fear or inadequacy. It never dawned on me that anyone doesn't feel fear or shyness. Granted some mask it better. I am not saying that there are not different degrees of trepidation. For some it is paralyzing other overcome it, But we all feel it.

What I have found however is the best way to get past it is to just make yourself dive into the situation. I took toastmasters training. Why because I feared speaking in public. I know now in order to keep my business consistent I must do something else which initially I feared. That is lead generate daily. This means pick up the telephone and call people. People I know, people I don't know and people I would like to know. I must ask over and over and over again for their business, and their friends business.

Keller Williams agents across the country are being encourage and trained daily to generate new business. Many are fearful. They are fearful to pick up the phone. They are fearful of rejection. Some may even be fearful of success. I can relate. I shared some of these fears. However what I found is that by doing it one gets better at it. You have some success and then you begin to actually like it. Lead generating can become a game. The more you do it the better you get the better you get the more success you have, the more success you have the more money you will make. That's too easy.

The keys steps are first creating a schedule to live by. Secondly know what you are going to say when you call. Third keeping track. Know your stats. How many calls can you make? How many contacts did you make and how many appointments did you get? Fourth, follow up on all the leads you get. I know it sounds so simple yet why don't all Realtors do this?

They don't do it because they have not faced their fears. They have not consistently sat down and picked up the phone to lead generate.Try it it works.You can build your business, maintain a steady income and actually work less hours. I can talk about that next time though.