7 tips to effectively work from home bear bull co consulting more sales less turnover

7 Tips on How To Effectively Work From Home

7 tips to effectively work from home bear bull co consulting more sales less turnover

The spread of COVID-19 has changed our lives. My heart goes out to anyone who has lost a loved one as a result of this unforgiving virus. Even if you are in good health, it wouldn’t be far reaching to say that it is affecting your everyday life. For some of us it is having an impact on our pocketbooks. Many of us are now working remotely from home. You can be just as productive from home, as you can from the office. It is simply a matter of discipline and mindset.

I’m going to share with you seven tips that you can use to make yourself an uber successful work at home warrior.

1. Create A Routine

Human beings are creatures of habit. When you have a formal schedule that you follow daily, it makes it easier to adhere to. Little things like going to bed at the same time every night can dramatically affect what time and how you start the next day. Do you exercise before going to the office? Follow that same routine! Your workout may be different these days, but your schedule and habits don’t have to be. Without a routine it is easy to feel lost and less productive.

Work in the same area every day – If you are fortunate enough to have a home office, do all your work from there.
Same cup of coffee – Have the same cup of coffee to kick start your day.
Same time – Start your day at the same time. Take your breaks at the same time. End your day at the same time.

2. Create A Work Station

You don’t have to buy any new furniture. You do have to designate a specific and permanent area that you are going to work from. The luxury of working from home is being able to bounce from desk, to sofa, to porch, to poolside, and to your bed. The danger is doing this is the lack of routine and permanence.

In addition it also sends confusing signals to everyone in the home. Are you working? Are you watching Netflix? No one knows, but when other people see you in your designated work area, it tells them that you shouldn’t be disrupted.

Lastly, some areas of the home are much more likely to invite distractions. Working on a pool chair beside the pool is very cool. I’ve seen many people brag about being able to do that on social media. Is it effective? Debatable. I argue that you are much more likely to get lost in a backyard pool environment than you are at a desk.

3. Post Your Schedule For All To See

When you combine this with having a permanent work area, it reinforces that you are in work mode. Tacky? A little. Effective? You better believe it. Take time to explain to everyone in the home what your schedule means. If you have young children they may or may not adhere to these rules, but they deserve a hall pass or two on this one.



4. Don’t be distracted by the distractions

When you are sitting or standing at your workstation you start to notice things around you. Things like cobwebs in the corner of your ceiling. Maybe it’s the dust on the plantation shutters. Here’s my point, there are a lot of errands and chores that are going to distract you.

What would your manager, boss, customer, or client think of your work habits if they were recording you? Make your work hours sacred. Avoid household chores, errands, and items on your honey do list during your work hours.

5. Isolate Yourself

If you can work in a private office or study that would be ideal. Not everyone has that luxury. If the bedroom is the only place that is quiet, then you may be forced to set up your workstation there.

If your bedroom isn’t ideal, then the next step is to wear headphones. Listen to something that is upbeat, or music that will inspire you and motivate you to keep working.

6. Avoid Alcohol

Polls show that over 50% of all people who are working from home during the quarantine are drinking during work hours. I’m certainly not judging. Nor am I confessing. You probably already know that alcohol is a sedative and a depressant. Drinking while trying to be productive does not work. Period. It. Slows. You. Down. My personal recommendation is to save any alcohol for after work hours.

7. Clock Out

Hours, days, and weeks are a blur for many of us right now. We find ourselves checking the calendar frequently. These blurred lines have spilled on over into the workday as well.

Because of the accessibility our clients, customers, and co-workers have to us, it can get harder to clock out. This can put a drain on our relationships at home. It is just as important that we follow our routines and end at a specific time as well for our health and mental sanity.

I hope that these tips help you not only survive, but thrive during this pandemic. It is my goal that when we come out of this crisis, we come out better than when we went in. Let me know if there are any other tips that you can recommend or comments on the tips above.

Stay healthy and well!

– Paul


7 common SALESPERSON PERSONALITIES IN THE OFFICE bear bull co consulting more sales less turnover

6 Common Salesperson Personalities in the Office

7 common SALESPERSON PERSONALITIES IN THE OFFICE bear bull co consulting more sales less turnover

Are you familiar with the DISC personality assessment? It is a widely adopted principle that  everyone falls into 4 general personality categories: Dominant, Introvert, Supportive, and Cautious.

Are there are more personalities beyond the 4 quadrants of DISC? I’m not sure. In my 25 years of being a sales professional and coach, I can tell you that there is a broad spectrum of personalities amongst salespeople. It is important that you know the different types of personalities on your team and how to lead them. Comment below if anyone comes to mind as your scroll down the list, or if there was someone we missed.

1. The Narcissist

This member has a high sense of self-importance and can be manipulative. They feel that they are special or superior. They are too confident with their skills and may underestimate his or her teammates. Controlling and giving them advice can be tough because they think they know everything.

This can be hard to deal with, but you can manage this person by creating a strong bond and team cohesion. You may use team meetings where each member provides peer feedback. This is less threatening to them compared to a manager’s criticism.

2. The Insecure

This member lacks confidence. They tend to ask for help often, even after something has already been explained to them. They compare themselves to others. They feel hopeless when they don’t contribute to sales.

I have a saying, “Don’t apologize for asking for help if you are working hard.” The message this sends to my team members is that I appreciate their efforts. Like anyone, I don’t like having to repeat myself over and over again, so what I do is record videos as I train people and screen record what I am doing. This way when someone asks for help again I direct them to the video. It saves me the hassle of repeating myself one more time.

3. The Teacher’s Pet

There’s one in every organization. They’ve confused their title of “assistant to the regional manager” to “assistant regional manager.” This person regularly performs well and loves to be praised.

You wont have to worry about the production of a teacher’s pet.  You will have to worry about them sharing the spotlight.  Their competitive nature can discourage others. Great managers know how to recognize high achievers without alienating others, and specialize in fostering growth out of the less productive salespeople.



4. The Happy-Go-Lucky (HGL)

This salesperson is always late, takes long lunches, and loves to party.  Their mood is not dependent on their sales production or their success. Some people might see this as positive, but it can be a bad influence on other team members.

The HGL salesperson isn’t motivated by production. If they sell, great. If they don’t sell, no big deal.  This can get very sticky if this person is a top producer. You don’t want to lose a top producer, but you don’t want other salespeople mimicking bad behavior either.

I have found that the best solution for this is to give this person more responsibility. Give them opportunities to develop training programs or presentations so that others can benefit from her/his sales experience. If the happy-go-lucky team member is not a producing member, it is imperative that we discuss their performance and schedule with them subject to the terms of their employment.

5. The Negative

This is someone who often talks bad about his or her teammates, the management, and the company. Even when they make a sale, they are predicting a cancellation or a chargeback. They somehow seem to find something wrong with everything. This is dangerous when it graduates from being verbally negative to outright defiant without being addressed.

You can’t change people, believe me I’ve tried. I’ve worked with top producing sales people who were negative and it can be exhausting. Instead of trying to change someone, it is easier to request that they bring any suggestions or negative comments to you directly. This doesn’t mean that their feedback isn’t without merit. It just preserves morale amongst the troops.

6. The Blamer

This salesperson blames the economy, the training, the lack of buyers, and the company for poor sales. They blame everyone and everything else but themselves.

Most blamers are not top producers. When speaking to a blamer divert the conversation in a positive direction. Praise them for their progress including their ability to overcome hurdles. Reminding them that they are still winning in spite of all the challenges will help them take responsibility for their own successes and failures.

In my 25 year career I’ve learned a few things. I’ve learned that the people you think will-won’t and people you think won’t will.  I’ve seen that the people you think can-can’t and people you think can’t-can.  You can’t prejudge who will succeed and who wont.  You can make sure that your message is framed properly so that it is embraced by the right personality.

Go out and sell!

– Paul


6 Tips To Help You Retain Your Best Salespeople Paul Argueta cheapertokeepthem Motivational speaker

6 Tips on How to Retain Your Best Salespeople

6 Tips To Help You Retain Your Best Salespeople Paul Argueta cheapertokeepthem Motivational speaker

Working in the Sales Industry is one of the toughest jobs. Because of how challenging this profession is, finding and keeping talent is hard. It can feel like a vicious cycle to Human Resources or Management.  Salesperson turnover is a common and expensive problem that every industry faces.

The average turnover rate of salespeople in an organization is about 16%.  It definitely affects the company’s bottom line, but it also affects the morale of the salespeople on the front line.

Companies spend millions of dollars every year on strategies to attract and recruit some of the best salespeople in the world.  Allocating resources to retaining these salespeople would save money and result in more sales. Here are 6 tips on how to retain your best salespeople.

1. Hire the right People

Jim Collins coined the, “Getting the right people on the bus.” phrase. Have you ever heard it? It has since morphed into other corporate catch phrases, but the axiom still holds true. You have to hire the right person for the job.  I recently wrote an entry on hiring for attitude over skill and I stand behind it. Skill can be taught. Attitude cannot. If you hire a person with the right skill set, but the wrong attitude, it will wreak havoc within your organization the same way one bad apple can spoil the whole bunch.

There are professional floaters. Salespeople who float from company to company in search of their next salaried position. Some are polished and very difficult to catch. It will require calling on their references but it is worth it considering the cost of hiring, firing, and then on-boarding a new sales rep.  Making a few 5 to 10 minute calls with references can save you weeks or months of headaches down the road.

2. Instill A Purpose

If you tell a brick layer to start laying down bricks with no specific purpose or vision of what is being done, the brick layer will eventually quit from fatigue or boredom.  If you tell a brick layer that every brick they lay is for a wall that is going to insulate and protect their country, or to shelter their own family, the brick layer now has a sense of purpose.

Sales companies that only teach their agents to sell and churn out numbers will eventually be out of business.  If your salespeople have to sell widgets then make sure they understand the significance of each sale. Getting a paycheck is great, but the paycheck wont motivate a salesperson on a bad day or worse yet bad month.

Your organization has to sell, sell, and resell your vision. Contrary to what you might think, your troops can’t hear it enough. There’s a reason you are leave a Disney theme park Disney’d out. Everything there is branded with Disney so that you are sold, sold, and re-sold. Cups. Napkins. Shopping bags. Everything. You are immersed in it. You leave whistling or humming Disney songs. Your salespeople need that type of culture.

3. Offer Career Growth

You will lose 21% of your salespeople leave because of the lack of career growth.  This is not only limited to promotion opportunities. People get bored. Salespeople are no different.  It can be scary to hear that your top salesperson doesn’t feel motivated anymore especially when they are hitting their numbers.  This is usually a cry for help and a desire to develop new skills.

When we only emphasize hitting sales goals we forget that what really drives people. People want a sense of purpose and growth. If we don’t listen to our top performers they will find another organization that will. It pays to invest in the skill development of salespeople, as well as, promoting the opportunity to acquire additional skills by creating adequate promotion opportunities along the way.



4. People Are Starving For Recognition

Recognition is necessary in all industries, not only in sales. Every employee wants to feel like their work is appreciated and valued. It’s easy for superiors to have a “That’s what they’re getting paid to do right?” attitude, but that doesn’t foster a culture where people genuinely want to do more than they are asked for the betterment of the organization as a whole. Take care of the overachievers in your organization.

Recognition isn’t only bonuses, commissions, and salary increases. People crave things that have meaning. Monetary rewards are short lived-especially with sales professionals. Celebrating someone’s big and small victories with words and commendation is a meaningful way to make someone within the organization feel special. Do this publicly in front of others, especially their peers, and you earn brownie points. Wins should also be celebrated in the forms of company benefits and opportunities for personal growth.

5. Get Rid of the Boiler Room Mentality

Public perception of the professional salesperson is usually not good. Our profession has been referred to as sleazy, manipulative, and dishonest to name a few. Warranted or not, these stigmas exist and many start from within our own organizations. 

Sales horror stories detail struggles of overworked and over pressured sales agents to achieve regular hard pressed quotas, where they breakdown and struggle with poor mental & physical health. Rumors or not, it is our duty to eliminate these perceptions if we want to retain talent. To do this, we need to be just as concerned about the well being of our sales force as we are about the sales figures.

6. Start From Within

Any organization is only as good as it’s leadership. As such, it is important that you don’t only assign or require that your salespeople attend conferences to sharpen their skills, but that we lead the charge and do the same. You may not be in sales, but there are plenty of HR conferences or management seminars that you can attend virtually or in person. Just as children do as their parents do and not as they say, your sales force will do as you do. If there is a culture of consistent improvement everyone will follow. Nobody wants to stay in a group where their leaders slack off or where the leaders do not know how to empathize with their members. In the Sales industry, effective and empathetic leadership is important because of how saturated and competitive the nature of the business is. Therefore, it is necessary to produce sales managers that are equipped with the skills and knowledge to lead. Investing in good leadership that includes self improvement is also investing in your employees’ welfare.

Another common mistake that companies make when it comes to leadership is hiring new managers instead of nurturing one from the existing team itself. Newly-hired sales managers usually end up detached from the team because they lack the sense of empathy and the experience to cope up with how the team is running. If companies develop leaders from within the team, all the skills and experiences that newly-hired sales managers lack can easily be offered by these home-grown leaders.

I know firsthand what it’s like to invest time, money, and emotional resources into someone only to see them leave. It’s a part of the cycle, but the more you can minimize defection and increase retention, the better off your organization will be. These 6 tips I shared are probably not new to you, but they bare repeating and re-implementing regularly.


7 STEPS TO HANDLE DIFFICULT CONVERSATIONS WITH YOUR SALESPEOPLE bear bull co consulting more sales less turnover

7 Steps to Handle Difficult Conversations with Your Salespeople

7 STEPS TO HANDLE DIFFICULT CONVERSATIONS WITH YOUR SALESPEOPLE bear bull co consulting more sales less turnover

It’s easy to assume that all a sales manager cares about is posting good numbers. Sales production is just the tip of the iceberg. What isn’t visible is all the hard work being done behind the scenes. Managing a team of salespeople requires a lot of training, adjustments, understanding, and patience.

Part of leading a team is being able to handle difficult conversations. Each member of the team has their own unique personality. If you use the same approach with everyone, it can create animosity and poor sales performance.

Let’s review 7 different ways to handle difficult conversations with your salespeople.

1. Addressing Them By Name

People love hearing their name. Using their name while you are talking to them is a way of showing respect. Sprinkle in their name throughout the conversation. This is also an excellent way to reign in your team member if they begin to become distracted.  Do not overdo it or it may come off as condescending or manipulative.

2. Show Them you Care

It has been said that people don’t care about how much you know, until they know how much you care. Poor performance can be the result of a lot of things happening inside and outside the office. Find out if there has been any dramatic changes in their personal lives that might have impacted their sales.

3. Actively Listen

Sales managers are not therapists by any stretch of the imagination, but genuinely listening can go a long way. Watch for cues about what they say to better understand why they’re behaving or feel a certain way.



4. Do Not Interrupt

Most heated debates can be avoided by letting one party speak uninterrupted. You don’t have to agree with the other person, but have the courtesy to let them finish. In many cases after someone has vented, they come to their own realization that what they may be upset over isn’t worth discussing.

5. Avoid Conflict Words

Did you know that saying words such as “Never”, “No”, “Wrong” and “No way” may increase conflict? Try to acknowledge their point of view before disagreeing immediately.

You might say “That sounds interesting. What makes you think that way?” or “Seems like a plan.  I want to know more about your idea.”

Lastly, make it a habit to replace the word “but” with “and” when rebutting. Notice how different the following sentence sounds when you do this: “I know you like offering discounts to your clients, but you need my authorization first.”

6. Establish Facts

Before the words “You are wrong.” or “You made a mistake.” leave your lips, it is important that you establish the facts. Numbers are very easy to reference. Lean on them for documentation to support your position. Salespeople are persuasive and can appeal to your emotions. There is a time to trust your gut, and there are moments where the facts speak for themselves.

7. Create a Plan of Action Together

What good is a fierce conversation if there isn’t any closure? It is imperative that you and your team member identify the challenges that are stifling their productivity, and end the discussion with a checklist of items to take action on.

This homework must also include a due date and a mandatory check in. Everyone must be held accountable including management, hence the check in. We inspect what we expect.

Conflicts and misunderstandings will happen from time to time. Handling difficult conversations isn’t easy, but it is necessary. Brooding over how to handle a situation is just like watching a wound fester. Great leaders address these conversations quickly and professionally using the techniques described above.


7 habits of the most successful real estate agents bear bull and co paul argueta-2

7 Habits of the Most Successful Sales Professionals

7 habits of the most successful real estate agents bear bull and co paul argueta-2

In order to be successful as a sales professional, you have to be driven, self-motivated, and creative. It also helps to have a competitive streak, whether you’re competing against other sales professionals, or just trying to achieve a new personal best. In short, this is not the career to choose if you are not thick skinned.

There’s no surefire formula for success, in sales or in any other field. And there will always be exceptions to the rules.  Let’s take a closer look at the top seven habits to you’ll need to have  if you’re going to make it in sales.

1. ARE ORGANIZED, TYPE “A” PEOPLE

Professional salespeople tend to be type “A” people, movers, and shakers who attack each day like a wartime general. They cannot live without calendars and to-do lists. The pros keep the information they need at their fingertips, or otherwise easily accessible.

If it’s not in the calendar, it doesn’t happen. These folks do not forget their spouse’s birthday or space out on plans to meet a friend for coffee. They’re much more likely to be the sort who schedules each moment of their vacation, or pencils in quality time with their kids.

2. COMMUNICATE EFFECTIVELY

“Good communication skills” means more to a professional salesperson than simply active listening or asking the right kind of questions. Instead, being a good communicator comprises several habits.

First, it means returning calls, texts, messages, and emails quickly. Secondly, it means being available through all those channels. There is no best way to contact a pro; they use every way. And no matter how they get in touch, they get to the point quickly.

Of course, good communication skills also involve the ability to synthesize information, to craft effective messages to different audiences, to read between the lines, and to persuade the listener.

3. DON’T SELL

Speaking of persuasion, it might surprise you to learn that the most effective sales professionals do not sell. The best of the best think of themselves as more of a consultant than a salesperson.

Why? Because referrals and repeat clients don’t happen as a result of closing a sale, but from good service and unparalleled problem solving. They aren’t selling something-they are working with someone to solve a problem. This may seem like a subtle difference, but it means the difference between being a top performer and being a struggling straggler.

4. ARE TECH SAVVY

They’ve mastered the tech tools of their trade. Their Google-fu is unparalleled, the know the company’s CRM/CMS inside and out, and they use the latest and greatest iterations of whatever tech platform they favor.

5. ARE SOCIAL

Social media acumen goes hand-in-hand with tech-savvy. Successful salespeople use all means of communication at their disposal. They know that their social audience is like a virtual Rolodex.  (Google it if you are too young to understand that reference.) Today’s market demands interactive content disseminated via as many platforms as possible.

Successful salespeople understand not just what to post on Facebook, Twitter, Instagram, Snapchat, and so on, but when to post it. They work the social landscape as effectively as they work a room — and reap plenty of rewards.

6. CONNECT AND NETWORK

Both on social media and in real life, every successful salesperson is an expert people person. They’re extroverted, engaging, confident and charismatic. They don’t take past clients for granted, and they regard almost everyone they meet as potential clients — or as potential conduits to a new client. After all, everyone has friends, family members, neighbors, coworkers, and acquaintances.

A pro won’t dismiss someone they meet simply because that person isn’t currently in the market to buy their product or service. They are well aware that situations change, vendors go out of business, fortunes are reversed, and no one is too big to fail. When the opportunity presents itself, they want to be top of mind.

7. KNOW THEIR PRODUCT/SERVICE

It’s no secret that successful sales people know their products or service better than anyone around them.  They have meticulously studied what it is that they are selling, and bonus, they’ve done the same with their competitors.

This is what separates those who succeed from those who don’t. They have performed the SWOT analysis forwards and backwards. The pro doesn’t overwhelm their prospect with details. The pro patiently waits for the opportunity to demonstrate their knowledge when necessary.

How Do You Measure Up?

If reading about these seven habits of the most successful sales people, and are nodding your head saying “That sounds like me!” you may very well have found your dream career.

Learn more about how your organization can benefit from our sales training and coaching at Bear Bull & Co. Give us a call today or browse the rest of our blog posts to educate yourself!


4 Misconceptions of Salespeople bear bull co consulting best sales trainer sales coach more sales less turnover

4 Misconceptions About Working In Sales

4 Misconceptions of Salespeople bear bull co consulting best sales trainer sales coach more sales less turnover

Ever notice that some folks have a skewed view of life about those in sales? Considering how you are depicted on some reality TV shows, that’s understandable.  A career in sales includes a broad spectrum of professions, many of which are depicted as lavish lifestyles with big incomes. These portrayals undoubtedly bring in higher television ratings than your average Joe Schmoe.

While those shows are entertaining, they can create a lot of misconceptions about being in sales. We’re ready to clear those up right now.

Misconception #1: This job is easy.

Consider your daily challenges: marketing your product or service , managing a huge client database, and supervising negotiations. Add in the stress of a commission-based income or mandatory sale quotas, and you can understand why few salespeople say their jobs are “easy.”

Products or services do not just sell themselves. Even if the buyer walks into your showroom, or inquires online,  there is no guarantee that they are going to buy or sign the dotted line.  Some presentations are easier than others. Some buyers sign without hesitation.  It is the salesperson that closes the gap between inquiry and purchase.

Misconception #2: You get paid a lot.

Depending on what you sell, you drive around in flashy cars, live in mansions, and are up to your eyeballs in million-dollar deals, right?

7-figure incomes are not the norm among sales professionals. The average gross income for professional sales people who worked 40-59 hours a week was $57,789. That’s a solid income, but not enough to support a warehouse full of Ferrari’s or a palatial vacation home.

You quickly learn that a comfortable income is within reach, but that just selling isn’t the quick and easy road to riches.

Misconception #3: Your schedule is super-flexible.

Most sales pros aren’t held to the “Monday-Friday, 8-5” routine. You generally have some flexibility to work at the times and locations you see fit.

This doesn’t mean you can abandon the office for days on end or vacation at a moment’s notice. Clients have demands and busy lives as well, and many expect you to cater to their schedules. Buyers may want an immediate showing, a test drive, or a webinar to learn more about your product or service.

At the end of the day, you can choose how flexible and responsive you want to be. But as success follows hard work, so too must you follow your client’s needs.

Misconception #4: You don’t need any training to do this job.

We’ll counteract that myth with a simple statement: salespeople are a well-educated crowd.

Your profession is known for an affinity towards self improvement. Many salespeople hold bachelors degrees. It isn’t uncommon for sales people to voluntarily take additional courses in psychology, economics, sociology, communications and business administration. Some companies and licensed sales professions require you to complete continuing education courses every few years. These may be mandated by a government body or by the company you work for.

The reality is…

Just like any other profession, being in sales has its highs and lows. It’s not a get-rich-quick scheme, or an easy career for someone without the proper training.

If you love personal interaction, marketing, working in sales can be incredibly rewarding. There is an amazing sense of satisfaction when you connect a buyer with a problem to a product or service that offers them a solution.

– Paul


7 wayts to attract and keep salespeeople bear bull and co consulting paul argueta sales coach sales trainer

7 Ways to Attract and Keep Salespeople

7 wayts to attract and keep salespeeople bear bull and co consulting paul argueta sales coach sales trainer

What motivates a salesperson to leave or join your company? If you answered compensation, you’d be wrong. Organizations that recruit people based on pay structure are more likely to lose team members poached when a better offer comes along. Pay structure is important, but today’s sales professional considers everything from productivity tools to team culture.

Let’s analyze 10 things to consider as you build and retain your team.

1. You Don’t Want Everybody

It’s easier to hire someone than it is to fire someone. Be selective about the people you let into your organization. You don’t want everyone, especially if they haven’t bought into the culture of the organization. Having a great salesperson who defies management and has poor bedside manners is not worth poisoning the morale of everyone around them. The old saying hire slow and fire fast holds true.

2. What is Your One Thing?

Maybe your company offers great camaraderie among colleagues with helpful, supportive collaboration. Or perhaps you can provide awesome training courses, marketing and lead generation resources. Whatever it is, promote that “One Thing” that sets your organization apart and really makes you special in the eyes of the type of sales professionals you want to attract. Remember, you can’t be everything to everyone and that’s okay.

3. Get Their Hot Buttons

People are motivated by different things. It is your job as a great leader to find out and identify what is prompting someone to join or leave your organization. Ask prospective candidates questions. Spend time with your front line. Actively listen to them. In many cases sales professionals speak more to their managers than they do to their friends or even spouses. Yikes!



4. Always Be Recruiting

All too often managers find themselves forced to recruit when a salesperson leaves on short notice. This can be stressful not only on you but on the team as well. It is important that you maintain communication with a pool of candidates who have expressed an interest in working with you. Draft up a “Dream Team” list of people you’d love to see on your roster. Connect with these people on all social media portals and engage when they share content. Be sure to make personal contact with them at least once per quarter to see how they are holding up.

Make sure that you always have a few business cards in your pocket to be able to hand out to people you meet with exceptional customer service or sales skills. Many a waiter or grocery clerk aspire to be better and you’d be surprised by where some of the best professional salespeople were recruited from.

5. Attitude Over Talent

Selling is a skill that can be learned-especially by someone with the right attitude. It will take a little more time to train someone, versus hiring a skilled salesperson, but a good attitude is contagious. Likewise, a bad attitude is contagious, even if the person is a top producer. In 2017 Holiday Inn launched a marketing campaign entitled “Smiles Ahead”. During this campaign and hiring period if you didn’t smile a minimum number of times during the interview, you weren’t hired. Crazy? I don’t think so. Hire for attitude and the candidate will adapt.

6. Promote Growth

No one wants to work for someone who doesn’t inspire them to do and be better. As managers it is important that your team genuinely feels like you want them to succeed even if that means outgrowing you. Star executive Patty McCord of Netflix stated that, “people leave managers, not companies.” Put your ego aside and your reputation will precede you. Loyalty to your organization is more likely when salespeople see and feel like opportunities to grow within the company exist.

Avoid the revolving door and retain great talent by applying the above 6 strategies. Make sure you nurture the skillsets of your salespeople with the right mix of ongoing training, productivity tools and robust marketing programs that close the deal and keep your team happy for long term.

A COLD CALL SCRIPT FOR REAL ESTATE AGENTS WHO HATE COLD CALLING

A COLD CALL SCRIPT FOR REAL ESTATE AGENTS WHO HATE COLD CALLING

Cold calls. Dreaded words that evoke negative connotations in just about every agent. Well, shudder no more. We’re gonna share with you a cold call script that is going to turn your cold calling into an effective lead generation strategy.

Let’s get started!

There’s no special ingredient or talent needed to get good at cold calls. Really. The key to successful cold calling isn’t what you say but HOW. And how you express yourself on a cold call is a direct reflection of your:

  • Confidence
  • Preparation
  • Enthusiasm

With the right preparation and a handful of qualified leads, you can actually make your cold calling a fun daily exercise.

Reach out to your prospects with enthusiasm and unwavering faith in the value of what you offer. Armed with the right attitude, you’ll have the confidence to initiate more conversations and handle objections.

5 REASONS WHY YOUR COLD CALLING ISN’T WORKING

POOR ENERGY
You sound nervous when you should be enthusiastic. Or, you overdo it on the phone and speak in an animated manner that puts prospects off. A strong, confident elevator pitch will cure that problem.

LACK OF CONSISTENCY

Practice makes perfect. Yes, your first few conversations will be awkward, but you won’t develop a rhythm without daily practice. Set a schedule for cold calling with a target for the number of daily phone calls. Aim for at least 25 – 30 calls a day when you first start. You won’t reach everyone so make every connect count!

LACK OF REHEARSAL

Fumbling on the phone with the wrong information about your prospect, mispronunciations, and awkward pauses project a lack of confidence. Would you feel confident trusting someone with a property transaction who can’t get your name right? Not a good look. That’s why you should rehearse!

NO ORIGINALITY

Reading your cold call script verbatim is a sure way to kill any interest in a conversation. Do you enjoy listening to someone read to you over the phone? Personalize your cold call script and use it as a roadmap for guiding your conversation, rather than a crutch.

YOU’RE NOT USING A COLD CALL SCRIPT

Your conversation needs to be developed in logical stages that lead the prospect to a decision. Without a script, your conversations will lack direction and focused results. You’ll also be less confident handling objections.

6 COLD CALL SCRIPT TIPS TO REMEMBER:

  • Define the specific outcome you would like (appointment, listing, interview)
  • Set a daily target that is ambitious but realistic. Establish a threshold for daily call volume as well, to ensure you connect with enough prospects each week.
  • Be positive and enthusiastic regardless of your prospect’s mood.
  • Show empathy for your prospects and their pain points.
  • Ask questions to understand your prospect’s objections and goals.
  • Provide solutions rather than solicitation.

Use these tips as a guideline to creating a cold call script that is purposeful and effective.

The following script is intended for buyer agents seeking to win listings. It can easily be personalized and tweaked for just about any agent, buyer or seller.

AN AWESOME COLD CALL SCRIPT FOR AGENTS

STEP #1) GREETING.

Hello, Good morning/afternoon, is this X? (state the prospect’s first name)

Keep your greeting short and to the point. Do not use your prospect’s full name. That’s what every other CSR and cold caller is doing. Use your prospect’s first name.

STEP #2) INTRODUCTION.

Hi! My name is X and it’s so good to finally reach you! I’m a real estate expert for X community. Is this a good time to talk?

Let the client respond. They may be driving, in the middle of a task, or managing a crisis. Showing this courtesy will set a good tone for the conversation.

At this point, your prospect will either raise an objection or give their permission. Regardless of their answer (even a rude one), your answer should always be the same.

In the case of an objection lead with EMPATHY:

  • “I totally get it, you’re busy and, can’t talk right now, Diane, right?”
  • “Sure, I can feel your frustration, and I’d feel the same, Angela!”
  • “Yeah, I had the same problem myself, so I can absolutely relate, John.”
  • “Yes, I completely understand so I’ll get to the point, Jim”

If your prospect has no objection, proceed to your elevator pitch!

STEP #3) ELEVATOR PITCH.
More than any other part of your cold call script, your elevator pitch needs to sound convincing, not rehearsed. It should reveal your motive for the call and a solution you are offering.

  • “I’m on a mission to help 100 people move into their dream home by x date and I’d like to help you find yours in the shortest time frame possible. Would you be open to meeting with me in person tomorrow?”
  • “I just sold a home in this neighborhood for considerably more than asking price. If I could show you a plan for selling your home above asking price within your deadline, would you be open to a meeting?”
  • “I’m a new agent with a specialization in the local market. If I could find suitable buyers for your home in the next 30 days, would you be open to meeting with me?”

If your elevator pitch doesn’t generate curiosity about what you’re offering, you should consider tweaking it until it does.

STEP #4) OBJECTIONS.

After your elevator pitch, objections are common but don’t be alarmed by this response. Someone who starts making excuses is looking for an exit because you haven’t struck a chord with their needs. A prospect who asks a lot of questions, on the other hand, is INTERESTED!

Your goal should be to win the appointment, NOT to sell your expertise. Be assumptive and your prospect will assume you are an expert.

The best way to respond to an objection is:

  • Demonstrate empathy
  • Probe for details
  • Provide a solution
    • Ask questions to understand your prospect’s pain points. Show empathy for their experience and appeal to your prospect’s goals. Focus your conversation on how you can help them reach their goals, instead of persuading them that you are an expert.

      Bryan Casella is a noted sales expert whose Youtube coaching videos have helped thousands of agents improve their cold calling. You’ll learn a lot from his cold call and objection handling, even though he’s not using a cold call script:

      STEP #5) CLOSE THE CALL.

      Your closing is the seal of confirmation. Provide your prospect with clear instructions and a timeline of next steps.

      • “Awesome, Maria! I can pencil you in at 2pm tomorrow afternoon and send you a confirmation by email in the next 30 mn. The meeting will last no more than 1hr. Does that work for you?”
      • “That’s great to hear, Tom! If you’re available tomorrow morning we can meet at 10am. I’ll send you an email confirmation in the next 10 mn if that works for you?”

      Keep your close short and to the point. Be decisive and have an appointment date in mind BEFORE you call. Once you get the confirmation, give them your positive reaffirmation!

      STEP #6) REAFFIRMATION.
      REASSURING YOUR PROSPECT THAT THEY’VE MADE A GOOD DECISION IS KEY. MAKE THEM FEEL REWARDED. ENCOURAGE YOUR PROSPECT BY POINTING OUT SOMETHING POSITIVE ABOUT THEIR DECISION TO MEET WITH YOU.

      • “Congratulations, John, you’ve just taken your first step to finding your dream. You’ve picked the right time to sell and I can’t wait to show you my plan for success! Talk soon and look out for my email confirmation!”

      CONCLUSION:

      Admittedly, cold calling isn’t an ideal form of lead generation. For agents with a specialized focus or niche, however, a good cold call script can bring you appointments you would never have uncovered elsewhere.

      Personalize your cold call script and use it as a roadmap to guide your conversations. Set a specific goal for your call, as well as daily targets for call volume, contacts reached, and appointments booked.

      Feel free to implement the examples above in our own script and practice your elevator pitch. Aim for no more than 3 sentences in your pitch. 1 is ideal. The shorter, the better.

      Over time, and with practice, your cold call script will sound more natural, more compelling, and yield better results!

       


10 Real Estate Cold Calling Scripts to Increase Lead Generation

10 Real Estate Cold Calling Scripts to Increase Lead Generation

 

Every day, realtors must generate new appointments from prospective clients, hearing their pain points and, hopefully, selling their homes.

There’s no easy way to fill your real estate prospecting funnel, but could cold calling be a way to get you there?

The short answer is: yes. But there are right and wrong ways to do it.

Many realtors may think cold calling is dead. But before you write them off completely, remember they do serve a purpose. Of course, much of the success behind a cold call comes from a realtor’s pitch and targeting. If you’re up for the challenge, a database of killer cold calling scripts can help you land you more real estate clients.

The good news? You don’t need special powers to make cold calls that convert. The success lies in your preparation and delivery. How you position yourself on a cold call should reflect core traits that buyers want in a realtor:

  • Confidence in your abilities
  • Preparation that shows your prospect you’re the realtor for the job
  • Enthusiasm to get their property sold

Let’s dive into how cold calling works, and ten scripts to help you fill your sales funnel and your CRM system with new potential sellers.

1.The out-of-the-blue cold calling script
2.The script that gauges interest
3.The script that positions you as a community champion
4.A script for leveraging a recent sale you made
5.The script for nailing your elevator pitch
6.The script for pitching someone you already know
7.The script that gets to the point
8.The script to pitch a property owner who is already selling
9.The script to follow up on a previous property appraisal
10.The script to stop a discussion about commissions

The secret sauce to perfect cold calling scripts

Each cold calling script in your sales arsenal should serve a specific purpose.

One might be to connect with a prospect who’s looking to put their property on the market. Another may just be to reach out and see if a homeowner is looking to sell in the future.

But no matter what script you use and for what scenario, they should all have a few basic ingredients:

  • Goal: You must define the outcome you want from the call, whether it’s to meet up with the prospect or to secure a listing
  • Positivity: You need to be upbeat on your call and show your prospect that you’re enthusiastic about working with them in the market
  • Empathy: Even on an initial cold call, you need to share your prospect’s frustrations and show them that you understand their pain points
  • Questions: Ask your prospect questions so you can engage in a more meaningful conversation and deepen your relationship
    Value: Offer a solution to their problem instead of just selling them on your real estate agency

A good approach to real estate cold calling is to set a daily target for how many you plan on making (and make it realistic). Let’s say you average a conversion for every 20 cold calls you make. If you’re happy with bringing in two new prospects a day, then make 40 cold calls that day and no more.

You don’t want to burn out, but you need to make sure you’re getting enough prospects in your pipeline to fulfill your targets.

Practice makes perfect

According to sales training guru Mike Ferry, practicing real estate cold calling scripts is the key to making them as successful as possible.

And to do this you must practice and develop your skills so you can handle yourself in any cold call. Ferry says this means you need to practice with intensity:

“Okay, let’s role-play, “so when do you plan on moving?” Everybody likes that question. “And how long have you lived there?” No, no. It’s not how long have you lived there, it’s “how long have you lived at this address?” It’s “where did you folks move from.” See, you practice with the intensity as if you were actually working with a buyer or seller.”

Once you’ve come around to the idea of practicing your cold scripts, enlist the help of other realtors in the office to help you nail them. The great thing about real estate is that objections from sellers are easy to predict.

Think about it, you know you’re going to get asked for the following:

  • Your commission rate
  • Your experience
  • How many properties you’ve sold
  • If you’re familiar with the seller’s area/property type

If you practice handling these objections in-house, it gives you a better chance of tackling them with confidence in the real world.

For the purposes of the examples in this piece, we’re going to use the persona of John, who works for Big Wins Real Estate.

Let’s get straight into the scripts.

1. The out-of-the-blue cold calling script Let’s start with a script for when you’re making an initial cold call to someone to see if they’re interested in buying.

This script is good for: Gauging a prospect and hearing their pain points. This script is used to get your foot in the door. If they don’t write you off, arrange a time when you can call them back for a more in-depth chat about how you can help their property affairs.

“Hi! My name is John. It’s so good to finally reach you! I’m a real estate expert for the Big Wins Real Estate community. Just checking, is this a good time to talk?”

Now, let the prospect respond. For all you know, they’re driving or in the middle of something. Showing a prospect that you understand they may be busy is always a good way to build initial rapport, as it shows them that you understand that they have a life.

Be ready. At this point, your prospect will either give you an objection (“I’m not interested” etc.) or give you a couple of minutes of their time. Regardless of their answer, you need to steer the call with empathy:

  • “I totally get it, you’re busy and I understand you can’t talk right now. It’s (prospect’s name), right?”
  • “Sure, I can feel your frustration. The market certainly is difficult right now, (prospect’s name)”
  • “Of course, I completely understand you’re low on time, (prospect’s name), so I’ll get to the point”

This script allows you to gauge where a prospect is at, and hopefully figure out a time to make contact again for another in-depth call.

2. The script that gauges interest

This script gauge’s a prospect’s interest in the market. Let’s look at this one as dangling a carrot in front of them.

This script is good for: Getting a more in-depth look into a homeowner and if they’ve considered putting their property on the market.

“Hi, I’m John with Big Wins Real Estate. Is this the homeowner?”

Wait for their confirmation.

“Ok, great! The reason for my call is that I have some buyers that are looking for homes in your neighborhood at the moment. Would you consider selling your home if you had someone lined up to buy it?”

Then, wait and listen.

The overall goal of this script is to plant the seed of selling a property in the prospect’s mind. But planting a seed isn’t enough, which is why you need to create a sense of urgency in the call as well. If you tell the prospect you have buyers who are looking in the area, this does just that.

If your homeowner shows an interest, make an appointment when it suits them within the next week and tell them you’ll do an initial pricing assessment of their property.

Many homeowners will tell you that they aren’t interested in selling at the moment. This is ok, but you must still pass on your information and explain how they can get in touch with you. No doubt, the prospect will bring up your call in a conversation in the following weeks, and this could be what leads them to think about selling a little more seriously.

A cold lead is better than no lead, so keep them in your sales pipeline to follow up with at a later date.

3. The script that positions you as a community champion

Positioning yourself as a champion in the community can help to build trust between you and those in the neighborhood you’re pitching within.

This script is good for: Humanizing yourself as an agent and connecting with prospects through their sense of community. It’s a great way to build relationships with prospective sellers and buyers.

“Hi (prospect’s name), this is John from Big Wins Real Estate. Just reaching out as I’ve been living in the (neighborhood/area name) for over 20 years and I just love this place. As a new agent at Big Wins with a specialization in the local area, I wanted to know if I could find a suitable buyer for your property in the next 30 days. Would you be open to meeting with me to discuss?”

This script gets to the point. Your prospect is either going to say yes or no. The tactic behind this script is, even if the prospect says no, you’ll likely strike up a conversation about the local area as you mentioned earlier.

Take notes of anything you pick up in the conversation. Even if the prospect isn’t looking to sell, it’s a great way to build the foundations of a relationship, and they may refer you to friends or family members who are looking to sell.

2. The script that gauges interest
This script gauge’s a prospect’s interest in the market. Let’s look at this one as dangling a carrot in front of them.

This script is good for: Getting a more in-depth look into a homeowner and if they’ve considered putting their property on the market.

“Hi, I’m John with Big Wins Real Estate. Is this the homeowner?”

Wait for their confirmation.

“Ok, great! The reason for my call is that I have some buyers that are looking for homes in your neighborhood at the moment. Would you consider selling your home if you had someone lined up to buy it?”

Then, wait and listen.

The overall goal of this script is to plant the seed of selling a property in the prospect’s mind. But planting a seed isn’t enough, which is why you need to create a sense of urgency in the call as well. If you tell the prospect you have buyers who are looking in the area, this does just that.

If your homeowner shows an interest, make an appointment when it suits them within the next week and tell them you’ll do an initial pricing assessment of their property.

Many homeowners will tell you that they aren’t interested in selling at the moment. This is ok, but you must still pass on your information and explain how they can get in touch with you. No doubt, the prospect will bring up your call in a conversation in the following weeks, and this could be what leads them to think about selling a little more seriously.

A cold lead is better than no lead, so keep them in your sales pipeline to follow up with at a later date.

3. The script that positions you as a community champion
Positioning yourself as a champion in the community can help to build trust between you and those in the neighborhood you’re pitching within.

This script is good for: Humanizing yourself as an agent and connecting with prospects through their sense of community. It’s a great way to build relationships with prospective sellers and buyers.

“Hi (prospect’s name), this is John from Big Wins Real Estate. Just reaching out as I’ve been living in the (neighborhood/area name) for over 20 years and I just love this place. As a new agent at Big Wins with a specialization in the local area, I wanted to know if I could find a suitable buyer for your property in the next 30 days. Would you be open to meeting with me to discuss?”

This script gets to the point. Your prospect is either going to say yes or no. The tactic behind this script is, even if the prospect says no, you’ll likely strike up a conversation about the local area as you mentioned earlier.

Take notes of anything you pick up in the conversation. Even if the prospect isn’t looking to sell, it’s a great way to build the foundations of a relationship, and they may refer you to friends or family members who are looking to sell.

4. A script for leveraging a recent sale you made

This script positions you as an agent who has already made a sale in the neighborhood, and to show prospects that you are the person to get them results if they’re looking to sell.

This script is good for: Getting prospects to think about how much their properties are worth by highlighting a property you recently sold in their area.

“Hi, I’m John from Big Wins Real Estate. Is this the homeowner?”

Wait for their confirmation.

“Just getting in touch because I sold a property down the street from you recently at (recent sale address). It’s a great area with a lot of interest at the moment and the properties are selling for fantastic prices. Out of interest, have you thought about selling your home?”

This should kickstart their thinking process. If their neighbor’s house four doors down sold for $500,000, then they start to imagine their property could sell for that, too. Highlighting recent sales in a neighborhood is a great way to get a prospect thinking about if it’s also the right move for them.

If the prospect shows a hint of interest, you should offer up any information about the recent sale that will paint you in a good light. It could be how quickly you sold the property, or how well the property was priced. From there, you should at least be able to book an appointment with them to meet or price their property for them.

This script has two goals: to get the prospect thinking about putting their home on the market and to have you positioned as the agent to get the property sold.

5. The script for nailing your elevator pitch

Every realtor needs an elevator pitch, but the biggest mistake realtors make is coming across as robotic and rehearsed. You need to sound natural and convincing.

<>This script is good for: Getting prospects curious about your real estate agency and what you might be able to offer them and their hopes for their property sale.

Elevator pitches have one goal: to highlight why a buyer or seller should pick you as their real estate agent. Here are some examples:

“I just sold a property in this area last week for considerably more than the asking price. I know you’ve got a tight deadline for selling your property. If I could show you a plan to get your property moving on the market and above the asking price, can we set up a meeting?”

Or

“I’m on a mission to help 50 people find their dream homes by the end of the year. I’d like you to be one of those people and I want to be the person that finds your dream home in the shortest time frame possible. Would you be open to meeting with me tomorrow?”

As with an elevator pitch in any industry, objections are common, but only if you haven’t managed to strike an interest in something you’ve said.

Your overall goal with this elevator pitch script should not be to sell yourself as the best realtor in the area, but to simply book an appointment with the prospect.

If they do object:

  • Show empathy towards their objection: “I understand you’re busy”
  • Ask for details: “Can I ask, why do you have a tight deadline for your property sale?”
  • Offer up a solution: “We can get your property sold within your timeframe”

Positioning the conversation around their pain points can make a difference in the success of your elevator pitch.

6. The script for pitching someone you already know

Has somebody put their property on the market that you’ve already met at an event or know through a mutual friend? If so, this is a great opportunity for you to connect with the prospect organically and build on the trust you’ve already established.

This script is good for: Getting a headstart on other realtors. In some way or another, you already know the prospect. Use that to your advantage and get your foot in the door before your competitors do.

“Hi (prospect’s name), this is John! We met at (fundraiser, mutual friend’s birthday etc.). So, how have you been?”

Don’t open with the fact that you’re a real estate agent. Try and build the conversation from your last engagement with the prospect.

“I was just calling you because, as (mutual friend’s name) might have told you, I’m a real estate agent for Big Wins Real Estate. I’m just reaching out to family and friends to see where they’re at with their properties and if they’ve thought about upgrading, downsizing, or selling their home. (Prospect’s name), have you considered a move, considering the market right now?”

Use this script to reconnect with someone you’ve already met. This way, they’re much less likely to go on the defense. As they’ve already met you, it’s likely to be more open to a discussion and keeping the conversation casual—especially as your job is something that may well have already come up in conversation.

But that doesn’t mean the conversation can’t be productive. As you’ve established a level of trust, asking to meet up on the weekend to give them a pricing estimate won’t be such a strong ask. Work with them when it comes to times and, of course, ask them if anyone they know is looking to sell.

7. The script that gets to the point

When it comes to cold calling, if you aren’t careful with your time, it can chew up your entire day. That’s why you need to get to the point without rushing your prospect.

This script is good for: Fitting the number of cold calls you require into your day without it hindering everything else on your schedule.

“Hi, this is John from Big Wins Real Estate. I’m calling as my agency has some buyers who are interested in buying a home in (prospect’s area). Can you tell me if you are looking to sell your home either now or in the near future?”

This one is short, sharp and most importantly, it’s clear.

Your prospect knows right off the bat why you are calling, and your question leaves no room for an answer other than “yes” or “no”. If they are interested, move on to your next pitching technique and, if they say “no”, add them to your CRM as a cold lead and make a note to follow up with them again in the future.

8. The script to pitch a property owner who is already selling

Sometimes, people are unsuccessful when they try to sell their homes privately to avoid commissions. Pitching these prospects when they’re struggling to sell and feeling deflated can be a great way to leverage your real estate cold calling.

This script is good for: Contacting a prospect who hasn’t had any success selling a house on their own. They are more likely to be open to hearing your pitch if they’ve tried (and failed) to sell.

“Hi, is this (prospect’s name)? My name is John and I’m calling from Big Wins Real Estate. I was surfing the web this afternoon and I noticed you’ve got your house up for a private sale. I was just wondering if you have had any success?”

Wait for their answer, which will most likely be a “no” if you’ve spotted the property on the internet.

“I’m not surprised, the market is slow at the moment. How long have you been on the market for now?”

Wait for their answer.

“Hmm. What kind of response have you got from interested buyers so far?”

Wait for their answer.

“Where are most of the interested buyers coming from? Have you had an open house or are you relying on your internet advertisement?”

Wait for their answer. By now, you’ve already got some information that can steer the pitch in your favor.

“That’s very interesting. The reason i’m calling you today is just to see where you’re at with the sale. Please let me know if there’s anything I can do to help you with the sale, and if you would like my assistance with getting some more interest in the property.”

It’s at this point you may get some objections from the prospect. For example, they might reassure you that they’ve got the sale under control. If this is the case, you can then ask whether they would change their mind if you could get them the property price they’re asking for.

Either they’ll bite at this point, or they won’t. If they don’t, make a note of it in your real estate CRM and follow up with them on a regular basis until they come on board, or they manage to sell the property themselves.

Pro-tip: Don’t use this script if the seller is already using another agent. It’s unethical and violates the Standards of Practice 16-2, 16-3. Don’t be that realtor.

9. The script to follow up on a previous property appraisal

If you’ve given a property appraisal and then hear crickets back from a prospect, it doesn’t mean you should write them off. They’ve shown initial interest in selling their property, so try following up six months after the appraisal to see where they’re at.

This script is good for: Following up with leads that have gone cold. If you’ve given a prospect an appraisal, you should be following them up with interest.

“Hi (prospect’s name). It’s John calling from Big Wins Real Estate. I just wanted to touch base with you about the appraisal I conducted on your home in (month of appraisal). I’ve been watching the market in your area closely and there’s been quite a lot happening. Has your position on selling the property changed at all?”

Wait for their answer.

“Ok no problem. Because the market in your area has been so busy, it may be worthwhile updating the initial estimate I gave you. Would this be something you would be interested in?”

Wait for their answer. If they say “no”, don’t give up.

“Okay (prospect’s name), I completely understand. I’m picking up that you aren’t planning on moving from the (neighborhood) at the moment, but I think you might be interested in how other properties in the area have sold since I spoke to you in (month you last spoke).”

Wait for their answer. If they don’t put up any immediate objections, you can talk to them about any new sales or listings in the area.

As with our point from script four, people are often interested in how much their neighbors make from selling their property, so use it to your advantage.

10. The script to stop a discussion about commissions

Although nothing is certain in real estate, it’s likely your prospect will bring up the topic of your commission rate.

This script is good for: Not getting locked into talking about your commission on a call. As we all know, it can get ugly.

The best way to handle an objection about commission is to extinguish it early.

Prospect: “John, I don’t want to pay more than 3% commission on the sale.”

John at Big Wins Real Estate: “(Prospect’s name), I’m making a note that you don’t want to pay anything more than 3% commission. How’s tomorrow or Tuesday looking to meet up to preview the property?”

Here, you’re not agreeing to their terms, but merely acknowledging it to make the prospect feel understood. If you disagree over commissions on an initial call, you may never step foot inside the prospect’s property.

Once you’ve previewed the property and let them know what you can offer them as a realtor, then you should address the commission fee again and reinforce what you can do for them and their property.

Bonus tip: Making the most of your open houses

As a realtor, you need to be looking for new prospects every chance you get. This includes any open houses you host for current clients.

Not everyone that attends open houses are there to buy. Some people are just there to have a casual look around. But be mindful that many who attend open houses are either sellers who have properties on the market, or homeowners who may be considering putting their homes on the market in the near future.

These people are gold when it comes to real estate prospects. And you should have an open house pitch ready to go to make the most of the opportunity.

Ask every single person that comes to the open house how they found out about it.

It doesn’t matter if they found out through a newspaper advertisement or they saw the “for sale” sign in the front yard, they’re all listing prospects. Once you’ve opened up the conversation with them, find out:

  • If they currently live locally
  • If they’re looking to buy or sell either now or in the near future
  • What their timeframe to buy or sell is
  • When they want to move or sell
  • When they would need to sell their property so they could purchase another home (timeframe)
  • If they’ve had an agent conduct an appraisal on their current property
  • If their property is already on the market

If all goes well at the open house, you’ll arrive back to your office with some interested buyers for your seller’s property, as well as some hot new leads to add to your prospecting funnel.

Keep track of all your cold calls with JustCall

To ensure that your calling strategy is as effective as it can be, you need to track and monitor all your outgoing and ingoing calls.

Calling app JustCall can help you do just that.

By integrating JustCall with your CRM, any calls are automatically logged in your sales process. Calls to existing contacts and matched and added to the contact’s page, while calls to new numbers automatically create a new deal.

Conclusion

To be successful at the cold calling game, you must be doing more than dialing numbers and telling prospects you can sell their house.

Cold calling is hated by most salespeople for a reason: because they’re not good at it.

Don’t be that realtor that hassles people through useless cold calls. Add a sense of professionalism by practicing your cold calls before you make them. Once you’ve got a prospect listening, you’ll be able to steer the conversation in your favor.

Whether you’re just touching base or looking to make ground with an old relationship, the strategy is the same: listen to their pain points, be empathetic, and let them know you’re the right realtor to make ground with their property.


Sales Underachieving? Motivate Your Sales Teams With These Proven Methods

Sales Underachieving? Motivate Your Sales Teams With These Proven Methods

Motivating a sales team can be the most challenging aspects of being a sales manager, however it is also one of the most important. Sales reps need to be extremely motivated to deal with the rejections that they come across during the job. They need to be persistent and unwavering, and this only comes from a strong motivation to close deals and to hit the number. Below are 9 proven methods that can be used to get the most out of your sales team.

Make Commission a Force

Making commission a driving force can have an immediate effect on the direction of sales reps. If you want a certain product to be pushed, make the commission possibilities larger for that product. Be cautious, however, because poor commission structures can also cause problems. Incorporating commission ceilings or receding commission structures can produce an adverse effect on motivation. If the commission gradually reduces in percentage with larger deals, sales reps will stay away from chasing large clients. If a ceiling is put into place, high earners who hit that level will stop working hard as there is no potential for increased earnings. As a sales manager, you need your best earners to continually work and close out a majority of their deals. It is important that the bigger the deal, the bigger the payout will be.

Create a Culture of Friendly Competition

It can be a great motivation method to create social pressure within a sales team. Many sales professionals are naturally competitive individuals and thrive under this structure. Incorporate strategies such as publicly posting sales numbers and conversion rates. By making these numbers known, sales reps will know where they stand in the company and if they need to improve. It creates an environment of friendly competition. Another strategy to create pressure is by having a “man on the bench.” Create a pipeline of talent that can be used to replace existing under-performers. This will put pressure on the laggards to improve.

Celebrate Wins – Big or Small

This might be obvious, but it can’t be understated how important it is for sales managers to, on a personal level, recognize the good work of their employees. Everybody appreciates hearing positive things from their boss. It shows that the manager is paying attention. Even just the two words “good job” can go a long way when it comes to the motivation of a sales team. Make sure your sales team is celebrated – this can be done by a variety of different things, such as gifts, bonuses, vacations trips or things as small as an email blast or a team dinner.

Internally Promote the Sales Team’s Success

Don’t make sales success a secret. Use public recognition to motivate the sales force. Publicly acknowledge sales success at meetings and other gatherings. It gives the reps who are doing well an incentive to keep working at a high level, as well as shows the team that the manager acknowledges success. Another way to bring recognition public is by having a successful rep train the rest of the team on the techniques that they have put into use. This will showcase top performers and give them visibility throughout a company.

Strategically Segment Your Team and Compensate Accordingly

It is sometimes best to segment motivation techniques between laggards, core performers, and stars. These different strata within an organization will act differently to programs. In the case of stars it is best to remove roadblocks to continued success, such as incentive ceilings. It is best to simply limit the possibility of de-motivation for high earners, as they already have the motivation necessary. Laggards require more nurturing to motivate them. They require the stick at times as well as the carrot. The fear of loosing the job might just be enough to force them into action. Core performers are the most difficult to incentivize. They contain a wide range of character traits and are not easily generalized, however tactics such as multi-tier targets have been shown to be successful in moving them up the ladder.

Master the Different Individual Motivational Factors

Try to understand what motivates each member of the sales team individually. A good manager knows how the members will individually respond to different tactics. Everybody responds to different stimuli and it is up to the manager to act accordingly. Ask what they want and experiment with different tactics to see which showed the best response. Some people respond best to money incentives, while others will respond better to non-financial stimuli, such as more vacation days or the ability to telecommute. People feel more motivation when they believe that they have a say in the process.

Equip Teams With the Tools They Need

A lack of the necessary tools to make sales can cause a serious loss of motivation for any sales team. This could be a lack of lead generation stemming from poor marketing, poor sales content, or a time consuming pipeline. When a sales person is unable to do their job well, they will lose any semblance of motivation and most likely leave for another company. Equip sales teams with the necessary tools that allow for a streamlined sale. Invest in the newest sales technology such as cloud based sales applications. This will allow reps to compete at a higher level against other sales reps and will allow them to be as effective as they can be.

Lead By Example

It can be a strong motivational tool for a sales manager to get into the trenches with the sales team. Sometimes what you want accomplished cannot be simply explained. Show them first hand how to handle a call, track down the decision maker in a deal or how to work with an existing client. Just showing them for 10 minutes that you are willing, and can, do the nitty-gritty of sales will have a strong impact on a team.

Repeat, Optimize, and Enhance Your Strategy

These techniques are not one and done. Once you find something that works well for your team, continue to use it. Incorporate these methods into the daily work place environment.

More Creative Motivation Techniques

Here are some more creative techniques for motivation that are a little different.

Rewarding rejections: Reward people for getting rejections (not as much as yes’s though). This will motivate people to increase their volume of calls, which will eventually lead to more yes’s.

Bring in the spouse: Create rewards that involve the spouse and family. This will create more motivation for the rep as their significant other becomes involved too and motivates them at home.

Team building happy hour: Have a happy hour (paid for by the company) for all of the sales teams that have reached their quota. Along with motivation, happy hour is good for team bonding.