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As a seasoned real estate professional, I consider prospecting the lifeblood of an agent’s career, but let’s be real, you probably hate doing it, and it can be a cause of anxiety. Think about cold calling, knocking on doors, or talking to strangers at an open house. It can be pretty awkward sometimes.
However, it is necessary if you want to get leads and build your database (up to at least a thousand people) to thrive in your business. That’s why today, I’ll give you three tips to help you prospect better and overcome your prospecting anxiety:
1. Bring value and avoid bland scripts. People are wary of sales pitches, so it’s better to leave generic scripts and create a script that offers real value to the person you’re calling. Make your call as natural as possible, and make it a point to give the person you’re calling a reason to continue listening or talking with you.
2. Be yourself. Authenticity builds trust better than putting on a fake persona on social media or over the phone. Never be ashamed of who you are not - assess yourself, where you are in your career as an agent, your values, and your achievements. People connect with genuine interactions, not salesy pitches. Again, good scripts can be helpful here as well and increase your success while cold calling.
3. See failure as a stepping stone. Don’t be scared of failure or rejection. Our ego loves comfort and limits our ability to think outside the box or try out new things. When you’re stuck in a state of complacency and not uncomfortable, then you’re not growing. So, learn to deal with discomfort. Remember that not all sales calls will get you an appointment. If you really believe that you are the best agent for the job, wouldn’t you want more people to know what you can do and offer them? Prospecting is a numbers game, and research shows that only around 2% of cold calls are successful. But don’t let this discourage you. The point here is to find someone who’s already planning on selling, buying, or investing, and then go present to them to increase your chances of success.
Here’s my last bonus tip: Try roleplaying! Practice makes progress, and there’s no better way to do this than by roleplaying and perfecting your script and prospecting approach. Find someone you can practice with to help you sound more natural on your calls and presentations.
So, if you have any questions or suggestions about how to find a partner to practice with, some people on our team will be happy to provide a script and do training with you daily at 11:00 a.m., Monday through Thursday. You are always welcome to join us. Simply reach out by phone or email if you’d like to have a copy of the script or if you’d like to join our training sessions.
