Ready…Set…I’ll Call My Prospects Tomorrow?

     Having difficulty making your prospecting and lead generation calls? How about calls to past clients…is that a problem too? You are not alone. In a recent study of over 500 real estate agents conducted by the Real Estate Inner Circle, we discovered some startling details.

    First, every real estate agent has call reluctance; it’s just a matter of how severe it is. Top producers have various methods of managing call reluctance and they have some specific traits that lead to their success while using the phone and making presentations.

    Second, real estate agents find some very creative ways of “masking” or “disguising” their call reluctance. For example, setting unrealistic and unachievable goals is a form of “masking” call reluctance. On the surface, you may look good to your sales manager or office owner because you are “setting big goals” however in most cases “setting big goals” is a sign of avoidance of the issues currently confronting us. The number one issue that is confronting real estate sales professionals is the lack of ability to make prospecting calls. Another interesting call reluctance “mask” is technology. The average real estate professional wastes 2 hours a day responding to and creating unnecessary emails and browsing websites that simply cannot help them generate more sales. Sending emails and browsing the web may help agents “feel” like they are being productive…in most cases these activities are a means to avoid making prospecting calls.

   Third, “motivational” seminars and self-help books cannot help you overcome prospecting reluctance. It’s just a matter of time before the external motivation wears off and you are feeling guilty that you’re not prospecting again.

     So what is the answer to this compelling issue? You should find out what type of prospecting or call reluctance you predominantly have so your specific type(s) of reluctance can be managed and then eliminated. There’s a very powerful assessment you can take at www.yourcalltosuccess.com to help you discover your type of reluctance. From there, a behavior modification program will be recommended to you to get you on the right path.

     Why is this such an important issue right now? Well, 2 or 3 years ago call reluctance was easily hidden because the market was moving with you. Prospects were easy to find and sales were plentiful. In today’s market, only the agents who are willing to elevate themselves to the highest standard of excellence possible are making money in the real estate sales business.

     Want to thrive in this market rather than just survive? Take the assessment at www.yourcalltosucces.com and follow the recommendations. Many of the most successful real estate agents in the country already have and they are experiencing great results.

John Alexandrov