Would you rather annoy 30,000 or impress 300?

Reblogger Rich Gaasenbeek
Real Estate Technology with IXACT Contact Real Estate CRM

Jennifer Allan provides a great perpective on the "rightness" of focusing your efforts on providing superior service and impressing a small number of people who really matter, rather than playing the traditional real estate "numbers game".  Enjoy.


Original content by Jennifer Allan-Hagedorn


If you hang out here much, you know how I feel about the traditional numbers game of prospecting, specifically cold-calling.


A business model based on being rejected far more often than you're welcomed and calling it a game?


I don't think anyone who cold-calls imagines that his or her calls are welcomed by the majority of the voices on the other end of those telephone lines. When you commit to a cold-calling business-building strategy, you have to acknowledge that you will annoy a lot of people. But that's okay, they say, because the end justifies the means. It's okay to annoy a lot of people as long as you end up with a little business for yourself when the day is done.

So, I'm thinking.

What if, instead of striving to annoy cold-call 100 people a day, you strive to impress one person a day?

At the end of the year, the cold-caller will have annoyed more than 30,000 people... but you will have impressed more than 300.

Who do you think is a better source of future business for you? Thousands of annoyed people? Or hundreds of impressed people?


Does the End Justify the Means?
Impressing versus Touching
Real Estate is Not a Numbers Game

Jennifer Allan, GRI

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Eric Kodner
Madeline Island Realty - La Pointe, WI
CRS, Madeline Island Realty, LaPointe, WI 54850 -

Personally, I loathe cold calling and I don't do it.  I don't need to do it.  There are better ways to prospect than pounding the phone.

Sep 22, 2010 04:08 AM #1
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Thanks for the reblog!

Sep 24, 2010 12:22 AM #2
Judith Abbott
Coldwell Banker Residential - Dallas, TX

Jennifer is absolutely right, completely right.  Listening to her perspective has radically changed the way I approach my business.  People who know and love us know what we do.  We don't have to tell them.  We don't have to "ask for the business".  We don't have to be constantly saying "Oh By The Way....." (a phrase that just sets my teeth on edge...)  All we have to do is demonstrate that we are reasonably competent and that we care about the people we deal with...and we have to take good care of the business we have....and be patient, putting our trust in the sure and certain knowledge that over time that approach will pay off.  Because....it does.

Oct 13, 2010 05:24 AM #3
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