Posts Tagged ‘“call reluctance”’

Using scripts is old.

How old? I did a blog post a few months ago telling people to practice using scripts everyday….today that is old advice. That’s how fast you must adapt to succeed in real estate.

The old scripts just didn’t feel right to most people anyways. You may or may not have already realized that they weren’t that effective either.

As you’ll discover, and probably agree, reading scripts on the phone is going the way of the dinosaurs, the home phone, and newspapers.

Why?

Because the new scripts are not even scripts at all. They are just words and phrases that we all naturally use. The more you use them, the more you’ll realize that you’re truly months (if not years) behind…and it’s taking business away from you.

Watch the short video below for some quick, useful examples of these valuable new words and phrases…

You can see how these new techniques are easier, more effective, and more natural than what you might be using, can you not?

Dedicated to your success,

John Alexandrov

CEO, Real Estate Inner Circle

PS - We are doing a free but very valuable social media webinar called “Behind the Scenes Part 1″ this Thursday at 4pm eastern. Go here to register: http://www.freebinar.com/PIID=EA56D98281

Years of research shows that most clients forget about us in 14 days if they have not heard from us.

Why is this so important?

You have to be doing something  so that they remember you. If you are not, somebody else will and when it comes time for them to buy or sell their next home, they are likely to go with the person who has been in touch last.

Until you embrace the concept of keeping in touch every 14 days, you risk losing business from your past clients and best prospects!

Most agents will never embrace this concept, which means you have an opportunity to stand out and get more business.

The obvious question is, “how do I stay in touch every 2 weeks? It’s going to take so much time and effort to do that!” The truth is that it can take almost no time an effort and I want to show you how! (PS…it’s also very inexpensive)

To discover the perfect, most powerful way to stay in touch with your clients every 14 days (or more), just register for our FREE webinar this Thursday at 4pm! Here is the link: http://realestatemastermind.net/register-for-upcoming-free-webinar/

We’ve reserved 1,000 spots because this information is so valuable, and we’re almost filled! The fact that you’re reading this blog means you want in so make sure you register now!

http://realestatemastermind.net/register-for-upcoming-free-webinar/

I can’t wait until you discover this system on Thursday!

Just because it’s trademarked, doesn’t make it true…

In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals have difficulty making sales calls.

Step by step, they categorized the types of call reluctance and made recommendations on how to overcome what they termed as “Sales Call Reluctance®.”

I found their work to be fascinating and I highly recommend their book.

I have nothing against Dudley and Goodson, but the term “call reluctance” was essentially made up by them and was eventually adopted into popular language amongst sales professionals.

Yesterday I said that actual “sales call reluctance” doesn’t exist.

Today you discovered where the term came from.

Tomorrow I’m going to reveal what is really happening in your brain when you are anxious about making a phone call, sending an email, or talking face-to-face with a prospect.

Dedicated to your success,

John Alexandrov,
CEO, Real Estate Inner Circle

PS – Join our new LinkedIn Group, Real Estate Mastermind

Most people believe that the answer to overcoming prospecting or call reluctance is actually quite simple: Find out why you are reluctant to make prospecting and lead generation calls and implement an easy system to overcome the reluctance.

If you’re like most people, you may think that revelation is kind of a let-down so let’s take it a little further…

The way to overcome it is to understand how our unconscious mind works, and apply those principles to solving our own unique reluctance riddle.

In fact, you don’t have call reluctance at all!!!!

What you actually have is a “Unique Prospecting Personality Profile.”

What does that mean?

It means that each of us has a different way we prospect because of the way were raised. Think about how this applies in other areas of your life. Do people from New York speak the same dialect as people from New Orleans?

Do people from Idaho react the same way to traffic as people from Boston?

Do you have the same personality as your best friend, or sibling even?

It’s obvious you’re starting to realize that even the term “call reluctance” is misleading, and that you should focus on understanding your prospecting personality profile instead.

Where did the term “call reluctance” come from if in fact it doesn’t even exist?

We’ll reveal the source in our next post, and then show you how understanding your unique prospecting personality profile will lead to you prospecting unconsciously!

Dedicated to your success,

John Alexandrov,
CEO, Real Estate Inner Circle

PS - Join our new LinkedIn Group, Real Estate Mastermind

Imagine you’re at a business gathering and you forget someones name. Most of us start trying so hard to remember the name that it never comes. But 20 minutes later it hits us when we’re talking with someone else or leaving the gathering.

Brain research proves that the more we try to avoid something, the harder it gets to avoid! That’s why we can’t remember the name when we are thinking about it….it’s all on an unconscious level. The trick to remembering the name is to do something else or say to yourself “In five minutes I’ll remember” and then let it go.

If your a REALTOR and you find yourself trying to avoid call reluctance, you may find that your reluctance becomes even stronger!

That’s why you can’t avoid call reluctance. But just like you can tell yourself to remember the name in 5 minutes, the same principle applies to overcoming call reluctance. You need to tell yourself in advance that it’s not an issue so that when the time comes, your brain is conditioned to not even consider it an issue. Make sense?

Next time you want to avoid something, don’t confront it straight on!

I wonder if you’re surprised to discover that one agent we know calculated that his lead generation time is worth $5700 an hour!?!

That means for every hour he dedicates to lead generating, he generates $5700 in income for his team!

Do you know how much your lead generation time is worth?  

If you’re like most agents, your time isn’t worth close to six grand an hour, but you’d like to get there.

How does he do it?

He told me that it’s simply by doing what is on his schedule!

Wow. Sounds simple. But what you’ll discover is that you first have to have a schedule…and you have to have the right things on your schedule in order to do them.

Watch the short video below and you’ll realize why your schedule is so important. After you watch you won’t look at your time the same way again!

If you want higher profits, more leads, better leads, less resistance, and the best schedule in your office, then you’ll love our free Time Mastery report.

Follow the steps in the report and you’ll be on your way to being worth a lot more!

PS - Join our new LinkedIn Group to discover more content like this—> Real Estate Mastermind

We all know how great it feels to make or receive a phone call with the news of a sale! 

Then I wonder why the number one most common prospecting personality type is actually “telephone terror?” 

After testing thousands of agents from across North America, it’s become obvious that most people are mentally and/or physically afraid of the phone!

Do you think it’s because when we grew up, everyone was yelling at us to “GET OFF THE PHONE?” Now there are even laws that force us to get off our phone in the car! These are unconscious triggers contributing to your ability to lead generate.

If you have this personality type, it severely affects your ability to prospect, lead generate, and make a profit.

Until you understand why you have this personality, you can’t take the steps to overcome it.

Thankfully you will start to understand telephone terror on our free webinar this Thursday (there are only a few spots left, click here to register —> Discover Your Prospecting Personality Profile)

See you on the call,

John Alexandrov

CEO, Real Estate Inner Circle

I probably don’t have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you’ve probably figured out that prospecting almost always equals profits…

You see, most agents and loan officers don’t want to prospect. It doesn’t come natural to them. You might have noticed that you are reluctant to prospect sometimes and that your co-workers are too.

80% of agents don’t won’t to overcome their reluctance…”it’s just too hard.” 20% of you have discovered that the more you prospect, the more commission checks you cash.

I’m talking to the 20%.

Science proves that reluctance can be over-come, pretty easily and quickly. It all starts with discovering your Unique Prospecting Personality. When you realize what your prospecting personality is, it makes over-coming reluctance much more natural for YOU.

But don’t take my word for it, discover it for yourself!

Join me on the Real Estate Mastermind free webinar series this Thursday at 4pm eastern. We will show you the 12 common personality types and give you an opportunity to discover your own.

Click the link to reserve your spot (there are special offers for limited attendees so make sure you are on the call!) —> http://bit.ly/Webinar5Reg

PS – Join our new LinkedIn Group, Real Estate Mastermind

If you’re like most agents you value the freedom and flexibility of being in the real estate industry as well as the money you can make.

After working directly with 1000′s of agents across the country here are the two most important equations I’ve noticed when it comes to getting what you value out of your job…

1. Freedom and Flexibility = Discipline

If you want free time, then be disciplined with how you use your time. If you want more money to spend freely, be disciplined with how you spend your money.

If you want to take more vacation time be more disciplined when you’re at work.

Discipline isn’t such a “bad” word after all is it?

2. Freedom and Flexibility without Discipline = Bankruptcy

As you’ll discover, and probably agree, one of the keys to success in real estate is doing what is necessary instead of doing what you like.

It’s truly a great feeling to end the day knowing that you did everything you could do to generate more business. Isn’t it a lot more satisfying to have a healthy business than it is to get your nails done at 11am?

You can see how if you have discipline you have freedom, flexibility, and profits, can you not?

Check out this short video to really understand the importance of these two equations to your bottom line:

Eventually, most agents realize they need to use a business plan to keep them focused on bringing in enough cash every month.

Use the link below to get a free customized business plan from my company so that you can have the freedom, flexibility, and cash you need.

But don’t act too quickly. A business plan is no use if you’re not committed to using it. Make sure using one is the right decision for you…

GET YOUR FREE BUSINESS PLAN

Dedicated to your success,

John Alexandrov

CEO,

At an event last week I asked a group of agents if they ran a monthly profit and loss statement. I was greeted by silence and blank stares as everyone shook their head. If I had asked them whether they were making money every month, only some would know.

Now this is something that really worries me about most agents. It seems like most agents haven’t even heard of a profit and loss statement, never mind seen one. When you got your license or got initial training from your real estate company, were you trained on how to run one? I didn’t think so.

If you don’t run a profit and loss statement each month (a “P&L”), you simply are not being a good business person. By ignoring this simple report, you can go bankrupt in the next year.

Why Run A Profit and Loss

The simple is that a profit and loss statement shows you the numbers so you know if you are making money. If it shows that you’re not making money, then you need to to know that so you can adjust. If you are making money, that’s great, but you can always improve.

Going a little further, a P&L will show your monthly expenses so you can work on reducing or eliminating some of them (of course you need to know what your expenses are each month).

A P&L will show you how much it costs for you to work with a client. I’ll go into more detail on the formula for calculating how much it costs in a later blog post, but if you don’t have a P&L you won’t be able to calculate whether your not you are spending your time wisely.

For more on this formula you can watch the video below at your convenience…

What To Do If You Don’t Have One

If you don’t have a P&L…get one!! Without it you won’t understand your expenses or whether or not your are profitable.

If you don’t know whether you are profitable, you probably are not, which means if you continue on that path you will go bankrupt.

I know some agents who were selling over 200 homes a year. They were also losing $225,000 a year. They didn’t even know because they were not running a P&L. They were not being good business people.

An easy way to learn how to run a P&L every month and to BECOME PROFITABLE is to speak with one of our coaches for FREE.

Sign up to talk to coach who knows what it takes for you to become profitable by acting like a smart business person by clicking here —-> Schedule My Free, No Obligation Call

Please take advantage of this so you can proudly answer “yes” the next time I ask you if you have a P&L.

Dedicated to your success,

John Alexandrov