I speak to agents and property managers every day and I am always asked the elusive question ‘How do we get more leads? More prospects? More listings?’
Whilst social media is helping us be more efficient in branding ourselves and products, I strongly believe there is no substitute for doing things the traditional way such as picking up the phone. This technique is now regarded as an ‘old school method’ and we tend to now do everything but make a phone call – we SMS or use some chat messenger, or email – we don’t want to be interrupted anymore, or do we?
The jury is out on this one so before you bombard me with negative feedback just ask yourself this question ‘How many phone calls do I make per day compared to SMS or email or other chat format?’ The figures may surprise you and I myself have been guilty of being slack and relying on the tech (occasionally)!
I undertook a little test to prove this theory – Last Monday my count was; Emails 179; SMS 62; Phone calls 68; other chat messages 19, I left for people 37 messages, and messages I couldn’t leave for people were 13. On this last point, it dumbfounds me how many agents don’t have voice mail and the 10 seconds’ message bank thing – doesn’t work! By the way, my phone call stats need to improve and since I did the calculations I have increased my phone chat to 50% email 50% phone and the engagement has honestly improved!
I believe how we connect with people needs to change and our service needs to reflect this. Many agents can lack the confidence to engage and wonder why they don’t succeed because they don’t get to practice it. There is no better grounding for training than getting in front of clients, buyers, sellers, and perfecting the art of verbal communication skills. This is your ultimate test under the pressure of talking with your clients/sellers/buyers/landlords with spontaneous questions thrown at you and being able to have the ability to answer on the spot. This is a true test of your abilities and what you pick up and learn is priceless, it’s a skill you can’t learn – you need to practice and practice to become proficient.
Just so we are clear, this is based on my personal research and the figures I have collated over the past months. When connecting, or building a new relationship with people over 40 I am getting the impression they would ‘appreciate’ a call rather than email, it’s all about personal connection for them, hearing a voice or meeting face to face to suss you out and being able to judge people’s reactions all helps to build stronger relationships. It seems however to me the younger generations will do everything possible to avoid talking directly to someone – is this you?
Why not test yourself and ‘PICK UP THE DAMN PHONE’ – take a brave pill and conquer the butterflies! New exciting relationships may just be forged, lessons learnt (good and bad), feedback is important not just the good stuff, thus your business will improve, journeys will.
To give you a little help, I have put together a list of top tips to making those calls:
If you are really new at making calls and feeling quite nervous about the whole experience, try the following:
Regardless of your level of phone conversation comfortability with your clients, nothing does more to improve your skill than to PRACTICE, PRACTICE, PRACTICE, and I hope the above tips assist you.
Need help doing that, happy to have a coffee and see if we can point you into the right direction with worthwhile mentors and lets not just make those calls happen let make them remember they’ve had them!