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? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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Almost every real estate pro hits the call reluctance wall now and then. Rejection? Nerves? Or is it just that fear of getting it wrong? It’s all part of the journey! But breaking through it is vital to seeing your real estate goals come to life. Here’s your step-by-step guide to making calls like a pro with confidence and consistency.
We’ll cover four topics over two podcasts: commitment and Preparation, Mindset and Strategy, Efficiency and Effectiveness, and Organization and Growth.
PART ONE
Commitment and Prep: Setting Up for Success
- Commit to Overcoming Call Reluctance: The success you want? It starts with lead generation! Sporadic effort gives you sporadic results. Proactive lead generation equals predictable success, so make it priority #1.
HUGE Announcement: You will love this! Looking for the full outline from today’s presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today’s show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
- Know Your Scripts: Don’t let “I don’t know what to say” hold you back! Scripts provide a roadmap for effective, engaging calls. Remember, knowledge fuels confidence, and confidence dissolves fear.
- Get in the Zone: Find your pre-call mojo—whether it’s music, exercise, or a quick role-play session, stick with it and make it routine.
- Set Clear Goals: How many contacts do you need to reach your income goals? Aim for quality conversations, one appointment per 10-15 contacts, and keep moving forward.
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- Embrace the Unexpected: Only some questions will have a ready answer. When in doubt, respond with, “Great question! I’ll follow up by 6 p.m.” Knowledge = Confidence, Ignorance = Fear. It’s ok not to have every answer instantly. Get the knowledge you need and circle back with the answer.
Mindset and Strategy: Serving Over Selling
- Adopt a Service Mindset: Focus on helping, not selling. When you listen, ask questions, and solve problems, prospects respond. Remember, a ‘not now’ isn’t a ‘no’ forever!
- Smart Prospecting: Circle prospecting has its limits. Only 17 people out of 1000 move every year. Focus instead on Expired listings, probate leads, and FSBOs, which offer more targeted, meaningful conversations that can turn into actual appointments.
- Target Neighborhood Needs: Look for homes meeting your buyers’ criteria and prospect in those neighborhoods. Some homes will be a match for your buyers, and others will be great listing leads for you!
- Active Listening is Key: Really hear what your prospects are saying. Build trust by being present in each call and resist the urge to rush.
- Reframe Rejection: Each ‘no’ brings you closer to ‘yes’! Think like a 5-year-old in the toy aisle—relentless and resilient. Keep pushing because that “yes” is out there!
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