In this current down market, many professional agents are holding their heads above water…….but the treading of the water is becoming more and more difficult. As consumers idle in the “wait and see” mindset, many agents are wondering when this cycle will adjust and how long they will need to wait.
While it is nearly impossible […]

The gurus vary a bit on the exact statistic, but all will tell you: Top salespeople in virtually every industry become that way because they have developed the habit of sending personal, heart-felt “Thank You” cards to their customers. As a result — they get more referrals (a lot more referrals) — and consistently out […]

Our final post in successful cold calling is accomplishing your goals.
If your goal is to set up a meeting, suggest to the person, “Perhaps we can sit down together and… (give them a general idea of what you’ll do in the meeting - usually about identifying their needs).” Notice the phrase sit down. That implies […]

Our next point in successful cold calling is sharing your unique selling proposition.
In just a couple of sentences share the benefit of your service. What is unique about it, how are you different from all the other agents out there, and who says that it will even work?. This is known in selling circles […]

Our next step in successful cold calling is giving giving a benefit statement.
Give a benefit statement. This is a clear, simple statement that indicates what the benefit might be of them doing business with you. For example, “The reason I’m calling is to find out if we might be able to assist you in selling […]

Our next topic in successful cold calling is introducing yourself and getting to the point.
Do not ask a stranger on the telephone, “How are you, today?” They realize that you don’t know them and you really don’t care how they are. So they think you’re wasting their time. Don’t fake familiarity.
Here’s how your conversation with […]

Our next point in successful cold calling is locating the decision maker.
Is it the husband or wife, or is it a parent? Who is going to make the final decision on the purchase of the home. You want to locate the decision maker early on in the sales process so your not wasting […]

Continuing our series of successful cold calling, you need to set goals and script your calls.
You need to be clear about the goals of your calls. Do you want to set up a meeting? Send literature to a prospect? Whatever your goal is, you need to know before you make that call.
Many […]

The first step in our series of successful cold calling is creating a targeted telephone list.
If you want to increase your prospecting success, you want to make sure you’re calling the right audience first. Who’s buying, who’s selling? Not all cold calls are created equal. The best type of cold call will […]

Agents should all have the skill of cold calling under their belt. This is going to be a series of posts that cover each of these steps in more detail. If you haven’t quite reached that level yet and are still working on cold calling, here are 7 steps to successful cold-calling:
1. Create […]