Fear is one of those things that most people don’t talk about…
For many, admitting fear is admitting weakness.
The truth is, EVERYONE struggles with fear.
With a career in real estate there are many fears that you have to overcome on a daily basis...
In my nearly 30 years of real estate coaching, I’ve noticed a constant fear among agents … fear of the PHONE.
The fear of the phone is something I hear all the time, and these steps will help you combat those fears.
Here’s three steps to get over your fear of the phone…
1. Focus on Being Positive.
It is hard to predict the outcome of every call, but chances are a few of them won’t quite get the result you had hoped for.
Try to find the bright side of any call and remember that getting a “no” today doesn’t mean “no” forever. It just means “not yet.”
Being positive also means you have a good attitude. Have a big smile on your face when you make that call, and believe me it is something that will be felt through the phone.
The same thing goes for a bad attitude which will be an instant turn off to potential clients.
2. Know What You Are Going To Say In Advance.
Are you role playing and practicing your calls?
Like any good athlete knows, you can’t expect to show and perform your best if you haven’t practiced.
Find some fellow agents to role play with and be sure to go over objections you might face on a call. Having rehearsed those scenarios will help boost your confidence, and will allow you to have answers ready.
When talking to potential clients the language you use is very important.
Make sure they know they are being heard by repeating back some the main ideas they are saying.
For example “It sounds like you are looking for a two story home in the $500k range near the downtown area.”
Then continue provide value by saying the type of solution you’ll provide.
3. Take Action.
Fear will keep you from taking action.
It might mean you focus on other distractions so you don’t have to make calls, or you simply create a story in your head of why you shouldn’t make calls today. The bottom line is that the only way to overcome that fear is by taking action.
If you find yourself hesitating or looking for distractions, start with an easy call.
These are the types of calls that you know will go smoothly and give you that “win” to get the momentum started.
It isn’t an overnight process…
While the fear might be there today, it won’t always be there.
When you develop the right mindset, know what to say, and take action, you’ll start to see that fear isn’t the big scary monster that it used to be. Get excited and know that by calling people you are providing them with a valuable service!
Maybe it is helping them purchase their first home or even purchase their dream home.
The phone call is the start to that process, and not something that you have to be afraid of!
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