Preparation is overrated. Get off the couch and sell!

Real Estate Agent with Keller Williams Realty Infinity

It was about 3 AM last night...

I had woken up shortly before, and turned on my radio to AM 780 Chicago.  A news station.  Sometimes helps me sleep...

Anyway, there was a commercial running shortly before I fell asleep.  I think it was for Crain's Chicago Business.  It offered some sort of business "tip of the week"...

This week's "tip" was on cold calling.  It said the key to successful cold calling is preperation.  Really knowing your potential customers...

I almost choked on my pillow.

If you want to start cold calling, the worst thing you can do is waste time "getting prepared".

Get out there and cold call.  Knock on the door.  Pick up the phone.  You will get doors shut in your face, but that's OK. 

That's how you get better.

You learn by trying.  Not preparing to try.



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Richard Weisser
Richard Weisser Realty - Newnan, GA
Richard Weisser Retired Real Estate Professional


I agree. Sometimes you have to roll up your sleeves and get your hands a little dirty!

Nov 10, 2010 01:40 PM #1
Linda Metallo DiBenardo
Re/max Impact, Lockport, Illinois - Lockport, IL

I too agree Ken.  I'll bet your a great door-knocker and cold-caller!

Nov 10, 2010 01:50 PM #2
Deanne Olivas
Keller Williams Realty East Valley - Tempe, AZ
Your Home Matters

Ken, You are right. It is too easy to keep preparing and not do. 

Nov 10, 2010 02:02 PM #3
Kathleen Frawley
Keller Williams 916 730-4404 Elk Grove, Wilton, Folsom, Sacramento - Wilton, CA
South County Sacramento, 916 730 4404

I SO agree...I know a lot of people who are getting ready to get ready.  The successful ones just wake up and show up!

Nov 10, 2010 02:37 PM #4
Ken Tracy
Keller Williams Realty Infinity - Naperville, IL
Helping clients buy and sell since 2005

Hi Kathleen, Deanne, Linda, and Richard.  Thanks for stopping in...

I am not even pushing for the cold calling.  Just any activity is better then thinking about the activity!

Thanks again,


Nov 10, 2010 02:51 PM #5
Leslie Ebersole
Swanepoel T3 Group - Saint Charles, IL
I help brokers build businesses they love.

I couldn't agree more. If I start to think it out, I can't pick up the phone. I have to trick myself into making a few calls here and there.

Nov 10, 2010 04:20 PM #6
Ken Tracy
Keller Williams Realty Infinity - Naperville, IL
Helping clients buy and sell since 2005

Hi Leslie.  Thanks.

I was surprised at the tip, for sure...

I hope all is well,


Nov 11, 2010 05:31 AM #7
Jenny Kotulak
RE/MAX Real Estate Centre Inc., Brokerage - Oakville, ON
Broker - Oakville Ontario Real Estate

Ken, I had a wonderful colleague who unfortunately passed away a few years ago.  He was a jovial English fellow and his way of cold calling was to open the phonebook to a name and away he would go.

Once he was on the MacDonald's I believe and a certain Mr. MacDonald said yes, please come by for an appointment.  At that point my colleague had no clue which Mr. MacDonald he was talking to or where he lived.

Turned out it was a rather stately home in an upper end part of town.  Ernie got the listing.  He was a wonderful man who passed way too early at age 59.  I've told this story to many new agents who get out the cross reference and "prepare".  Now of course we have the do not call list so things are a bit different.

Nov 11, 2010 03:13 PM #8
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Ken Tracy

Helping clients buy and sell since 2005
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