Does the "do not call" list not apply to Texas?

One more no means I am that closer to a yes.  It is a numbers game and the only way you are going to win is to make those numbers.

Take care!

RJH

I personally don't make calls, never have.  Sounds very interesting the way you put this together.

When some one hangs up on you just say thank you

Thanks for the post. I have been working on putting together a business plan for myself, and after breaking down how many calls I have to make to get one appointment I have been working on pushing myself to pick up the phone.

Frank,  The way I see it, I call until I am told by them not to.  I feel that by not offering my service to someone (which I believe is the best), that I am doing them a greater dis-service then by the damage of a phone call.

Robert,  You are exactly right!  I once had a friend that knew his ratio so well, that he would actually walk around with coins in his pocket, for each "no" he heard, he would take one out.  By the time he would get down to the last couple coins, he would get excited, because a sale was coming soon!

Stella,  I'm curious, how do you follow up with leads or market for new opportunities?  I am interested in any new opporunties that I have not thought of or tried!

I hate cold calling.  I know. I know. But I have to tell the truth.  No problem in calling past clients, business contacts, friends, etc.  But to just pick up the phone and call strangers..I just have never been able to do that.  Am I missing out???

Brett,  Exactly!  Always be polite, you never know, jsut because they don't need your help, one of their friends might!

Kristy, that is always the hardest thing.  I struggled with the phone thing for a while until I started to think in terms of generating income.  Besides, what is the worst comment you will hear, no?  Thanks for the feedback.

Renee, Your right, cold calling can be a major struggle.  I have to say though, if done correctly, cold calling can be very rewarding.  The first thing I always try to do if I don't know the people at all, but do know someone that knows them, is to get the intro call from their friend or acquaintance. 

The way I see it, we are all here to provide our customer with great value, so we are actually hurting people inadvertently by not trying to help them by offering our service.  Does that make sense?  Sometimes writing words does not effectively make the point you want to.

Curt, everyone feels they are offering something of value when telemarketing, but we all voted to create a "do not call" list that is supposed to provide the option of relief from unwanted telemarketing.  I hope you are calling to a scrubbed list ("do not call" names and numbers removed) because the fines are HUGE if someone decides to complain.  Here in Santa Clara County, the only people not already on the "do not call" list are people too new or too ignorant to sign up... not exactly ideal customers... and they probably get twenty calls a day from mortgage brokers who graduated from Wells Fargo boiler rooms.

Maybe it's different in Texas.

Frank, I'm not aware of anything like that in Texas.  I agree with what your saying though.  If you know in advance the people are not in need of your service, it would be a waste of your time to call them. 

 I'm not suggesting going through a phone book at random and calling people.  I'm talking about leads, past prospects that could not go forwards, and people like that.  Perhaps you held a buyer seminar and collected business cards or maybe spoke at a toastmasters function or chamber of commerce function and picked up business cards there. 

If they give you their number in some form or fashion, they are wanting more information.

Wow those are great stats. When you say "calls" are you referring to bought leads, expireds, or cold calls? 

Anthony,  I'm referring to anything except a "true" cold call.  I think of a lead as anyone that I have worked with, been referred too, been handed a business card at a speaking function or networking deal.  Or anyone that I have met at an open house activity, buying seminar, etc...

I don't recommend a true cold call unless you have some knowledge of their interest.  Otherwise it is a waste of time in my experience.  I would call expireds for sure though, you know they need help.  For me, I really make my best effort to provide value first, before asking for their business though.

Curt,

I have to disagree. I was taught the mortgage business by Morgan Funding Corp a few years back and cold calling is their #1 way to get business. Every broker who worked there ( or stayed there I should say) made over $100,000 a year on a 35% payout with no other form of advertising. Most brokers I associate with don't cold call either because they are lazy, scared of rejection, or haven't had the honor of meeting a group of 6 figure 'telemarketers' outside of wall street to show them how to do it so it's not a "waste of time" .

Anthony,  I am not against cold calling.  I think we are saying the same things sort of.  Because I agree with you.  The fear of rejection is the number one reason people don't make more phone calls or ask for the sale.  In our business though, I don't see the point necessarily of just thumbing through a random phone book.  It seems that time could be better spent.

I have actually done that (gone through a phone book, have even gone door to door).  Instead of wasting my time to find the few prospects at random.  I discovered ways to make them come to me instead.  I would team with either builder friends or vendor partners I have made to have home buying type parties or gatherings.  I would target a certain location that I wanted business from, write a short but very catchy letter or postcard with "free" give aways, food, information, etc.  The parties would be fun for everyone and I always would walk away with a stack of very good leads.

Great post!  Thanks for sharing your ideas and experience.

Thanks Denise, I appreicate it!