superdavetn
Expert
- 23
These Realtors use scripts. they memorize them and their objections as well. He is demonstrating the training he has had. he is no "natural". He is scripted. that is what professionals doI watched several of them and each time the agent engaged the prospect in a casual conversation. The agents weren't using a "script", they weren't in a hurry to blow through the call. They even put their finger in the hole and turned the wheel.
Their voices were calm and soothing, no hype. They made it sound like a typical call they would have with a friend. Two of the ones I watched were both around a nine minute call. The agent didn't hang up as soon as the prospect said they weren't interested. How many insurance agents do you think would stay on the phone for nine minutes with a prospect or know how to keep them on the phone after they hear the words "I'm not interested"?
The agents were obviously experts and extremely knowledgeable about the products/services they were selling. None of them stuttered, paused, nor sounded like they were making it up as they go along.
I'll bet money that none of them set "goals" for themselves based on the number of calls they make per hour. In my mind that is counter productive. It shifts the focus from making money to simply making calls.
All of them made the initial phone call themselves. They didn't have a "telemarketer" make that initial phone call. I hear agents saying all the time, "My time is too valuable to cold call". Apparently their time isn't that "valuable" since they are making that initial cold call themselves.
How does that work? There time, according to some agents, apparently isn't "valuable" since they are doing their own calling yet they are well into and probably beyond a six figure income.
I've said it over and over, cold calling is a learned, well-practiced art. It doesn't come naturally and it isn't going to work by simply calling and reading a "script". Everyone of them had a telephone "presentation" geared to engage the prospect in a casual, relaxed conversation.
Agents don't like cold calling and claim it doesn't work because they don't know how to do it successfully. It's just as simple as that.
Cold calling has been very successful for me and I find it to be the easiest, simplest, most productive and cost effective way of getting new clients.
