Today’s show is PART 1 of ‘Finally End Phone Fear Forever!’
Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? https://whylibertas.com/harris or text Tim directly 512-758-0206
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It’s normal to experience call reluctance. Typically, real estate salespeople feel this due to their fear of rejection, fear of failure, fear of conflict, fear of success, or lack of confidence. Maybe you suffer from all of these. It’s time to get out of fear and into action.
Knowledge equals confidence, ignorance equals fear. If you keep doing what you’re doing, you’ll keep getting what you’re getting. If you desire a greater level of profitability, you must upgrade your knowledge, skills, and mindset.
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Most of you reach a certain level of production and then never get to the next level because you are only comfortable transacting with people who already know, love, and trust you. In order to move the needle financially, get to your next level, and have more exciting goals, you must learn to help more people than just the ones you already know.
You must do what you don’t want to do when you don’t want to do it at the highest level! This is more important than ever in this changing market. You need more contacts, not less when fewer people are buying and selling. Last year there were 6.5 million transactions, this year it’s predicted that there will be around 4 million. To do the same or more business, you have to be much more proactive this year, starting this quarter, this month, and this week.
This leads us directly to proactive lead generation, otherwise known as prospecting! When you are proactive, you don’t have to pay for your leads, sit around waiting for elaborate systems to someday work, or pay crazy referral fees. You are the master of your success.
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PART ONE: Getting your mindset right about prospecting.
1. Commit to overcoming your call reluctance once and for all. Don’t allow yourself another day of wishing, waiting, speculating, and running your business on ‘hopium’. LUCK is not a business plan. Proactively generating new leads is predictable and duplicatable.
2. If you’re not calling because you’re not sure what to say or how to say it, it’s time to invest in proven scripts. A script is simply an outline of questions that help you determine a prospect’s motivation so you can logically close for an appointment. An effective script is conversational and puts you in the position of being of service to the prospect. By asking pertinent questions, you find out their needs and determine specifically how to help them, which then leads to the setting of a qualified appointment.
3. Create your pre-prospecting routine. Listen to your favorite music, work out prior to your lead generation sessions, or connect for 15 minutes to run a script with your role-play partner. Text your coach if you’re a premier coaching member and let them know you’re in appointment-setting mode, ready to pick up the phone! Find what works for you and make it into a habit.
4. Stop living in fear of the unknown, No one actually expects you to have all the answers when you’re talking about real estate. If you get stuck, use the simple script: “That’s a great question…I’m writing it down and I’ll have an answer for you this evening. What’s the best number to reach you?” Then follow up on what you promised. This script will end your fear of getting stuck in a conversation where you’re not sure what to say next. If all else fails, you can just act like you got disconnected, gather your thoughts, and call back.
5. Don’t take everything personally and make it harder than it needs to be. When someone doesn’t currently need to buy or sell, it’s not about you… it’s not ‘no’, it’s just ‘not now!’. You can always ask them ‘While I’ve got you, who else do you know who needs my help buying, selling, or investing in real estate?’
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