In commercial real estate agency today so many salespeople and leasing executives struggle with cold calling. They find it frustrating and quite soon they will find something else to do. Unfortunately cold call prospecting is then avoided for the future; they incorrectly move away from the one thing that can change their lead conversions forever.
So what stops you from making the calls? Here is a good list:
- Poor organisation
- Call reluctance
- No dialogue
- No momentum
- No database
- Lack of a prospect list
- Clients, etc
Make no mistake, cold calling is hard but it does produce volumes of results when you improve your call contact systems. It takes a mindset and a process that should be practiced.
All of this being said, there are some very simple things that you can do that will help you radically with the call contact process; one of the most effective is based on two simple words. The words are ‘stand up’.
When I say ‘stand up’ I am referring to you standing up when you make your contact and cold calls. So many top real estate agents do it; you probably do it now when you are making a mobile telephone call as you walk!
The fact of the matter is that your call quality and conversational ability is a lot higher when you stand up and talk on the telephone. There is something in moving and talking at the same time that goes well together. Whatever the secret is, you should try it and use it.
The benefits here are quite clear:
- More call confidence
- Better conversational ability
- Better tonality in the call voice
- ‘Right brain’ thinking as you talk
If you put all of these factors together you will find that those hard to make cold calls will be a lot easier for you. It really doesn’t really matter if you have clients and prospects in commercial or retail property sales, leasing, or property management, the fact of the issue is that you should be making lots of cold calls each week to people that you have not spoken to before. That’s how you build market share.
Start to work on you mindset and use the ‘stand up’ process to improve you call conversations and dialogue. Quite soon you will see some new confidence in the calling process; when that happens you will convert more meetings. A good result, don’t you think?