By Mark Leck
Picking up the phone for the first time to prospect to Expireds, FSBOs, or even pre-foreclosures can be a daunting experience. If you’ve ever felt this way, you are not alone.
The Pros, agents with years of prospecting under their belt, have already overcome the fears that stop so many novice prospectors from picking up the phone to begin with. How did they overcome those fears? They buckled down, committed themselves to calling, and followed through. And even better than conquering their fears, they’ve experienced the success that comes with following a disciplined prospecting plan!
Here are 5 tips to help you overcome your fears:
1. Start with Why
Goals are not set for the sake of setting goals. They are meant to provide a sense of direction and purpose to your everyday efforts. Goals should be the “why” behind everything you do. You need clear goals that are motivating enough to keep you calling with consistency and to keep you honing your prospecting techniques. On top of writing out your goals, use a picture to visualize them. Hang the picture next to your phone when you prospect.
2. Practice your scripts
From the thousands of surveys, interviews, and testimonials REDX has collected and analyzed, research shows 81% of agents making at least a quarter of a million per year ALWAYS use script. Using a script will give you the confidence to know what to say and how to say it! Memorize them if possible, but be sure to read them at least 10 times before your first call so you are very familiar with them. Even better — find a role play partner.
3. Set your start date
Pull out your calendar and mark the day you will start taking your business to the next level. On this day you are going complete your first call session by calling out to no less than 50 leads. While you’re at it, block out the times you will be regularly prospecting. Keep those times sacred and dedicated solely to generating new business.
Some agents hang a mirror by their desk just so they can smile at themselves — sounds weird right? But when you smile, it has been scientifically proven that your brain releases endorphins and serotonin, thus improving your demeanor on the phone. Even better, smiles are contagious. Your leads may not be able to see you smiling, but that doesn’t mean they can’t hear it. Making your prospects smile will be an important asset in improving how you’re received and setting more appointments.
5. Ask yourself, what’s the worst that could happen?
This is a common strategy for coping with fear. Don’t forget, YOU ARE TRYING TO HELP THE HOMEOWNER. If you keep that as the focus of your call, you will be able to handle every situation. You are offering your help, the worst thing they can do is say, “No.” Say “thanks,” and move on to the next call . . . this is a numbers game. Every “no” is one step closer to “yes”.
Remember, you’ve got this!