Overcome the Fear of Calling Your Sphere

Do you have a fear of calling your sphere? If so, you are not alone. A good majority of the agents that I consult with tell me that they don't regularly call the people that they know and ask them for business. The guestion is why?

On the surface, most agents will say that they just don't know what to say. But the real reason they don't call is that they are afraid that their friends and family will think they are a pushy salesman and thus their personal relationship will be damaged. If you are forcing the call with one objective - to get a sale/commission - the person on the other line will sense your objective and feel used.

I am not saying that this fear is not grounded in some truth. However, if you come from contribution when you talk to your friends you will be pleasantly surprised with the results. If you have this fear as a real estate agent then it is time to change your thought pattern.

As a real estate professional you have a lot to offer your friends and family. You have an intimate knowledge (or you should have) of what is really happening the in the real estate market. You have an extensive, proven list of professional service providers (ie. plumbers, painters, etc) that you can recommend. And, most importantly, you have their best interest in mind. Wouldn't you hate to find out that your friend bought or sold a home with another agent who did not have their best interest in mind. So, I believe, you owe it to your sphere to help them.

Always, come from contribution. Remember what Zig Ziglar says "You can have everything in life you want, if you will just help other people get what they want." Come from contribution and your database will open up to business opportunities and referrals.

Still need a reason to call? Try this idea. During the work day call a friend and say. "Hi Bill, I know you are at work, as I am, so I want to be respectful of your time. Would you be offended if I asked you a business questions?" "Who do you know at your office that is bragging about all the money they are making in the stock market right now?" [laughter "No one..."] "Exactly. In fact, who in your office is looking to change their investment strategy and actually increase their net worth?" [Response" Me"]. Great! Do you realize that there hasn't been a better time to invest in real estate in over a decade? Why don't we meet for a cup of coffee so I can share with you ways to grow your personal net worth. Would Thursday or Friday morning work best for you?"

Adding humor is always a great way to break the ice and make a connection. Plus, you are offering to help your friend grow their personal net worth. Who wouldn't be interested in doing that!!!

You must be the Economist of Choice which means that you must be on top of the market statistics and you must be previewing as many homes in your respective area. One way to be the Economist of Choice is to attend our Stat and Chat event on January 28th at 4 pm. Shaun Rawls, Multiple Operating Partner of Keller Williams Realty, will be presented the Atlanta Market Statistics for the 4th Quarter 2008. If you are interested in attending, or for more information, send me an email at statandchat@gmail.com.