How to overcome Call Reluctance!

Picking up the phone to call your friends is easy - anyone can do that. What is hard is to pick up the phone to talk to someone about business - that's when our hands get sweaty and we start making excuses for why it is NOT the time to call anyone.

There are several good ways to overcome call reluctance - here are some of my suggestions.

1. Get a timer and put it on your desk. Allow your conversations to only go 4 minutes max.

2. Make sure that you have a list of everyone you want to call, including names, phone numbers, email address etc.

3. Call a friend to " check on them " and keep the call to 4 minutes. Tell them you don't have time to talk but you were thinking about them and was curious " Who do you know that's looking to buy or sell a house ?"

4. Start calling everyone with a 4 minute time limit. Start with 20 calls then look at the balance in your checking account and ask yourself " Is this the balance that I want to keep "

5. Limit your calling time to no more than 2 hours before you take a break.

6. Set up a calender with 2 hours set aside to make phone calls and if someone wants to see you - simply tell them that you are already booked at that time.

The thing to keep in mind is that if you only get 1 good response out of 100 calls and you sell just ONE house from that - lets look at how much money you made for every NO you got.

Commission on $200,000 house x 3% = $6000

Assuming that you have no split with a broker ( like in my case )

$6000 divided by 100 calls = $60 for every NO you received.

* If you want to double your income - there are 2 things to modify those results....

1. Call 200 people

2 Call 100 people who will give you 1 referral each...

Robert J Russell, IRES, LUTCF, SPEAKER, RADIO SHOW HOST has helped people since 1985 with sales ideas - to book your next speaking engagement where I will GET ON THE PHONE WITH YOU AND SHOW YOU HOW TO MAKE COLD CALLS - email me: robertjrussellcompanies@gmail.com