Why Is Calling My Sphere So Awkward?

If I had a dollar for every time I’ve heard, “I’d rather call strangers!”, I’d be in a good position to retire early. Three times in the last week agents have said this to me. I’m flabbergasted.

What’s going on here?

Calling your sphere (SOI) really is the easiest path to real estate success. These are people you know and who know you on a first name basis. They know you and like you. They want you to succeed! The crazy part is, when I ask agents about their fears, they know that their SOI wants them to succeed and yet they still hesitate. So I ask again, what the h-e-double hockey stick is going on?

It’s probably your approach. Sorry (not sorry). You’re doing it wrong and that’s why you won’t make the calls.

Now I know that’s quite the claim, but if you can’t tell me a good reason, I’ll bet it’s because you feel like you’re bugging people. That you feel as though you’re begging for business. That you’re using your using your personal relationships for personal gain, and you feel dirty because of it.

Am I right? I’ll bet I am. I’ll bet you feel ‘snaky’ when you’re making the calls and that’s why you don’t want to make them ever again.

Here’s the problem as I see it. You were probably taught, when you first started in the real estate business, that all you need to do is call everyone one you know 4 times a year and you’ll make the big $$$. You were told to call them, but not how to call them. Or perhaps you were given a script and all it said was to call and check in on them and then ask for a referral at the end of the call. “I’m always open to referrals!” What this says to me is, “I’m always open to free money!” No wonder you hate making those calls; I would too!

Want to hear the dirty truth? You’re right. You heard me, you should feel snaky about it because you were being dishonest the last time you called them. Yeah, I said it. You didn’t want to ‘check in on them’ or ‘see how they’re doing’, you want business from them. And that’s ok! Asking for business is ok.

Just be honest about it.

Be honest and provide something of value first. Get the business part of the conversation out in the open right away, and when that’s done, then talk about the personal connection. Then ‘check in on them’. But do that at the end of the call. I know that this is completely counter to everything you’ve heard from other coaches out there, but trust me, this will make this process so much easier. When you can call someone and share real value with them and talk business honestly, then their perception of you will rise. Now you’re calling with something meaningful for them. Now you’re adding value. And, of course, you care about the person on the other end of the line – so have that personal connection after the business is done.

You feel snaky because you’re being dishonest. Stop it. Be upfront about the reason for the call. Get permission to talk business, deliver real value, ask for the referral and then, and only then, be personal.

Is this a magic solution? No. It still takes time to get over phone hesitancy and, like any skill, you need to practice. Trust me when I tell you though, this really is the way to make your business what you’ve always known it could be.

If you’re interested in getting more specific details on what, exactly, to say on the phone, reach out to me and I’d be glad to share some ideas.

_{Image by Gregg Jackson from Pixabay}