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He said to me, “I can’t lift this darn 50lb phone!”

By
Real Estate Agent with Chris Alston (Keller Williams Realty, Silicon Valley, California) 01338415

 

phoneHe said to me, “I can’t lift this darn 50lb phone!”

A 50lb phone.  Phones are never that heavy, yet when it seems that when we are supposed to do our lead generation, we look at the phone as if it is a pair of dumbbells that are just toooooooo heavy for us to lift…  As if our arms would break off if we tried to bring it to our ears… Or that we needed to be a body builder who exercised daily for like 5 years to have any chance to actually curl it.

We think that…  Then we look across our offices and see other agents calling anyone and everyone without a worry or care.  We take a deep breath and look back at the phone on our desk and start to rationalize why they can do it, and why we can’t…

…They have a better list

…Those are warm calls

…They are just lucky

…Someone gave them leads

We seem to just use these excuses to rationalize with our psyche to convince ourselves as to why we are not calling and they are.

The truth is, they have overcome their fears through repetition doing the same thing over and over until doing the “new” thing is in fact the new habit.  New habits are hard to create when you are doing something that you fear.  And what empowers them to overcome that obstacle is most likely going to be different for you.  So you need to discover what that thing is that you need to help you climb up that hill.

Take time to talk to those that are doing what it is that you want to do…  Ask five, ask ten…  Ask until you find an answer that resonates with you, then go for it.

Know this, there will come a time that the new thing you are doing will be your new habit…  Maybe a few weeks or few months…  Just know that in time it will become easier.  In order for something to be comfortable, it usually is uncomfortable to start with.

So next time you look at that 50lb phone, know that picking it up and calling will get easier…  In time, and you’re not alone.

 

Chris Alston

 

Posted by

 

Chris Alston

 

Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014

408-850-6955

408-850-6956 fax

calston@kw.com

www.LivePlaySiliconValley.com

 

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Comments (111)

Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Connie - Ohhhh, now that sounds like a good post!

Jul 21, 2011 07:26 AM
Barbara Le Pine
ADVANTAGE REAL ESTATE, serving Lincoln County - Newport, OR
Your agent for the Central Oregon Coast!

Chris, While reading your blog and comments, I was inspired to action. I started to write down a list of past clients that need a call, along with a new list of possible prospects and and another call to my title company for a fresh new farm list of out of area owners. Just like going swimming, the water is only cold until you have fully jumped in - cold calls are only cold while you are introducing yourself (toe in the water), once you get past that it becomes easier - the handle of the telephone warms up and voila! Cold call becomes warm call. A week or two goes by, the call is made again. Warm call becomes hot propsect! Your'e in! Works better than email for me. Incredible post, you hit it out of the park with this one!

Jul 21, 2011 07:38 AM
IMSD Designation
Internet Marketing Specialist Designation - Kirkland, WA

Great post, Chris.  There's always that one or two items on the to-do list that are much easier to just keep pushing to the bottom.  A great site for anyone looking for some good pestering is http://www.habitforge.com/, they'll send you email reminders every day for 21 straight days to force the habit. 

Jul 21, 2011 07:51 AM
Digital Digital
Alachua, FL
full service

Hi Chris,
Thanks for posting.
Nice push to get us on the phone. Call reluctance is an issue we all struggle with at times. I’ll be making some calls this evening and I won't be using a 50lbs phone, I promise.
Have a wonderful day!

Jul 21, 2011 07:54 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Thanks Barb!

Jul 21, 2011 07:54 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Thanks David!

Jul 21, 2011 07:55 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Good point Bryan!!!

Jul 21, 2011 07:55 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Jayne - Once you overcome one fear, it can be easier to overcome the next!  :)

Jul 21, 2011 07:56 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Leah - Yes, I guarantee it, or your money back...  OR I mean...  Maybe not make money?  :)

Jul 21, 2011 07:57 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

David - Great points you are making, and I never thought about the t-w-t evenings...  huh...

Jul 21, 2011 07:58 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Delores - You are sooo welcome!!

Jul 21, 2011 07:58 AM
Chris Alston
Chris Alston (Keller Williams Realty, Silicon Valley, California) - Campbell, CA
Silicon Valley, California

Thanks Gretchen!

Jul 21, 2011 08:02 AM
Karen Baker
Sunset Beach and Beyond Realty - Sunset Beach, NC
Professional Help with Rapid Responses...
Chris ~ wake up call to all realtors who have those heavy phones. Fear it is and getting into the habit of calling is really all it takes. Practice in front of a mirror. It helps. Thanks for the inspiration!!
Jul 21, 2011 09:38 AM
Steven Pahl
Keller Williams Tampa Properties - Tampa, FL
Real Estate Consultant Tampa, FL 813-319-6423

Great thoughts and motivation, Lead Generation and "Power Hour" every morning at 8:30 AM.

Jul 21, 2011 12:21 PM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I have been picking up the phone a lot more.  When you pick it up you often find you start getting busy and don't have time to pick it up as much as you want.

Jul 21, 2011 12:30 PM
Bill Reddington
Re/max By The Sea - Destin, FL
Destin Florida Real Estate

Its called dialing for dollars. Before no call list used to do it. Dial till you get a lead. If you get a lead evey 50 calls, start the countdown.

Jul 21, 2011 05:37 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Chris - There have been days when that phone is at least 50 lbs, maybe more.  I also know it gets lighter with practice.  What was it Nike said?

Jul 21, 2011 06:19 PM
Gerard Gilbers
Higher Authority Markeing - Asheboro, NC
Your Marketing Master

Great points! It's odd how easy it is to pick up the phone to call our friends or order a pizza but gets too heavy to pick up when it's time to call for business! (Guilty too! )

Jul 22, 2011 01:26 PM
Thomas Haught
The Russell Realty Group - Saugus, MA

Thomas Haught

Chris,  what a great post this is.  I have to speak in front of 300 to 500 people almost everyday I am at work and I think nothing of it, in fact I sort of enjoy it.

However, picking up that dang phone can be tough for me at times, go figure.  Like you said, its just a matter of comfort.  I've been speaking to people for a long time now, so its second nature to me.  The real estate phone calls are a whole new animal that I need to tame.

Jul 26, 2011 06:30 PM
Robert Adams
Keller Williams Realty, South Tampa - Tampa, FL

The 50 lb phone seems like 500 lbs to me.  I liked the comment from Giovina about the first calls from the yellow pages to announce she is in real estate.  That can be a refresher for those of us with call reluctance: it would be more of "just reminding you I'm in Real Estate, I refer people to you, are you referring people to me?"

Oct 14, 2011 10:57 PM