How to cold call the right way in real estate

It’s a skill that can be learned and perfected — when in doubt, focus on the value you are adding for yourself, your business and your future clients with each call

By Dale Archdekin | Source Inman

Cold calling is a scary prospect for a lot of people, even for good salespeople who spend a lot of time on the phone every day.

The reason for this is simple: Talking to unsuspecting strangers on the phone sucks.

The prospect is not prepared to hear what you have to say, and you know in the back of your mind that they have very little patience or time for strangers. Especially stranger salespeople. You expect resistance on their part and think, before you’ve made the call, that they are predisposed to say “no.”

How do you overcome this?

Keeping a positive mindset

Your mindset is the key factor that will determine your success as a cold caller. It doesn’t matter how many scripts you study, how many objections you practice handling or how much research you do on your leads. If you don’t have the right mindset, you won’t be successful on your calls.

The critical element is positivity. Staying positive about your role and about the disposition of the lead is paramount. What this means is that you need to be telling yourself the right things about what you’re doing and what you are trying to accomplish.

Because let’s face it, our heads are filled with negativity when it comes to cold calling. It has an almost visceral negative connotation. Put that to bed for you and anyone you have working for you.

If you have good vibes in your head — if cold calling has a positive connotation — you will be unstoppable. If you have negative thoughts about cold calling, lead generation, setting appointments, etc., then no matter what you do or say, you won’t cold call successfully or generate leads.

Here are three things you can do to help cultivate a positive mindset:

  1. Know and understand the benefits you bring to every person before you dial them. Know what you are offering them and how it is going to palpably improve their lives.
  2. Live and breathe mantras like, “They are waiting for my call,” or “They need my help.” Repeat these between each dial to keep your energy up on your entire list of leads.
  3. When you feel yourself becoming negative, take a break and focus on your commitment to helping others. Remember, prospects are benefitting from your call because what you are offering is valuable to them.

Entering your call confidently

This may seem obvious, but if you don’t project confidence when you get on the call, you will not be successful. This means that when the lead picks up the phone, you speak to the person who answered as though you know exactly who he or she is.

Believe me, they will tell you if they are not the right person. Quickly identify who you are and ask your most important question, usually some form of “Are you buying/selling a home?”

Remember, you are a stranger, and most people typically do not want to talk to strangers on the phone. So you are fighting an uphill battle.

The minute you hesitate, the minute you sound like you don’t know exactly what you are talking about, or the minute you sound like you don’t want to be on phone, you have given them the excuse they are looking for to hang up.

So build a positive mindset before the call, and use that positivity to enter the call confidently and with a sense of purpose. Remember, they need you, and you are helping them.

Have the attitude and sense that you belong on that phone with that person and that you are making his or her live easier. Know what you are talking about, and get to the point quickly.

Read the complete article here.