Cold Calling: How to get over it and get through it!

In the world of real estate sales, cold calling can be a daunting challenge. But fear not! In this article, we'll dive into practical strategies and tips to not just get over the fear of cold calling, but also master the art of getting through it successfully. Let's unlock the secrets to effective cold calling and take your sales game to the next level

Know what to say and how to say it.

Practice your conversation with your peers. In my opinion, daily script practice and role playing are essential when it comes to landing the appointment. Memorize your scripts by writing them out, practice in the mirror and then role play with multiple partners on the DISC. You want to experience conversations with different personality types. Not everyone is like you. Not everyone communicates like you. Not everyone receives information in the same way as you. It’s less about you and more about the person whom you are trying to influence. Iron sharpens iron. Schedule role play into your calendar and make it a routine.?

Don’t go at it alone.

Sales is 80% mental and 20% action. Get into a cold calling group on Zoom or in your office.? If you see others being in action and being accountable, you are more likely to be in action and accountable. Find a community of like minded individuals and stick with it. It’s like going to the gym.?

Set goals and track your dials.?

Someone said: “What can be measured, can be improved.” Setting goals for the number of dials, new leads and appointments gives you direction. Being able to track your progress gives you the motivation to keep going. Progress equals happiness.? Find a tracker that works for you, whether it be a printed sheet or an excel spreadsheet.

Be a student of the game.?

Sales is a sport and you have to study and practice. There is more to it than just talking. The best sales people are good at talking but they are also great at asking questions and listening to the answers. The best sales people know what questions to ask to uncover the motivation, the need or the real problem. Once the motivation is identified, you must be able to articulate the value in your product or service. Invest in your education as a sales person.? Learn personality types, neurolinguistic programming and sales language.

Remember, persistence pays off, and with each call, you're one step closer to achieving your sales goals. So, take a deep breath, pick up that phone, and let your passion and expertise shine through in every conversation. Cold calling is not an obstacle; it's your opportunity to excel in your sales business.