when risk taking becomes a way of life paul argueta motivational speaker sales coach how to get more sales kobe bryant death

Risk Taking Becomes a Way of Life for The Successful

when risk taking becomes a way of life paul argueta motivational speaker sales coach how to get more sales kobe bryant death

In light of Kobe Bryant’s death on January 25, 2020 from a helicopter tragedy, I am compelled to write about the risk profile that many of our heroes and industry titans must face and master on the path to success.

The question I’m pondering is this: Do all successful people, by nature, become numb to risk-taking? Is a risk-taking tendency almost a prerequisite of success, regardless of industry? Are all successful people inherently delusional, as a prerequisite to pushing the boundaries required to excel in their lines of work?

“There’s a certain delusional quality that all successful people have to have.”

Actor Will Smith said as much in a YouTube interview: 

“There’s a certain delusional quality that all successful people have to have. You have to believe that something different than what has happened for the last 50 million years of history, you have to believe that something different can happen.”

In Bryant’s case, CNN reported minutes before the crash occurred, the pilot of the doomed helicopter had requested special permission to continue flying despite foggy weather conditions. The last thing heard from the pilot to air traffic control was that he was trying to avoid a cloud layer. It didn’t work.

Why had the pilot requested special visual flight rules clearance—which would allow a pilot to fly during poorer weather conditions than those allowed for normal visual flight rules? We don’t know what happened for sure on that flight, but it’s safe to say that risks were taken with the weather conditions—risks that may not have been taken under different circumstances, or with different passengers on board.

The truth is we will never know and the world is left mourning the loss of nine souls which left us too soon.

The Voice Inside

The journey to success is lonely. Those who have made it have learned to listen to their own inner voice rather than the voices on the sidelines telling them to quit or their goals are too lofty. This is a blessing and a curse, especially when it’s the inner voice that got you to the mountaintop.  

It’s easy to think of other successful risk-takers whose stories ended prematurely. A recent example was pro racecar driver Jessi Combs, who was dubbed “the fastest woman on four wheels.” At age 39, Combs died trying to best her own record speed of 398 miles per hour, which she had recorded in 2013. She crashed in Oregon’s Alvord Desert.

Apple’s co-founder Steve Jobs was known to push the envelope. He had been pushing the envelope his whole life. He tried to do the same thing with his cancer treatment and it didn’t work out. Live Science published a piece that explored, Did Alternative Medicine Kill Steve Jobs? The article notes, Jobs delayed the recommended medical treatment for pancreatic cancer for nine months. He attempted to treat his condition through alternative medicine and eating a special diet. 

It required surgically removing the tumor.

Not all risk-taking results in the uber-successful losing their life, but other things may be lost by “going all in.” Jim Carrey described “losing himself” while method acting as Andy Kaufman for the film “Man on the Moon.” An article by Josh Rottenberg for the Los Angeles Times described Carrey “plunging himself so deeply into the role that he was never the same again.”

Ripping the Envelope Open

Other successful risk-takers (who are still alive connected to their own identities, and continuing to reap big rewards from their risk-taking) are founder of Virgin Airlines Richard Branson, whose risk-taking exploits Alison Coleman writing for Forbes called “the stuff of legend.”

“…no one ever reached for the stars from the comfort of their couch!” Sir Richard Branson, Virgin Group Founder

And don’t forget:

  • Dropbox’s Drew Houston—who was told by Steve Jobs that Apple’s iCloud service would take over the Dropbox market—took a big risk in not selling to Apple. Now Houston’s company is worth $12 billion.
  • Oracle’s Larry Ellison—Oracle wasn’t always the most popular database company in the world. Ellison had to take many risks to propel the once struggling tech firm to domination, once even mortgaging his house to keep the business going via a credit line.
  • Uber’s Travis Kalanick—Uber’s co-founder, who also co-founded the now bankrupt file sharing company Scour Exchange, was accused of copyright infringement. Kalanick didn’t let failure stop him, and overrode funding challenges and many competitors in the ridesharing app space to ultimately become the behemoth.
  • Pinterest’s Ben Silbermann—Silbermann already had an enviable job at Google when he left to form Pinterest. It wasn’t an instant hit, with only 3,000 accounts. Silbermann stuck with it, running the site out of a small apartment for a while. Eventually, the app was launched on iOS and the rest is history. The company is now valued at $12.7 billion.

You don’t have to be famous to be a risk-taker to fit this profile. I know that even in my own business, I have practiced “the success delusion.” There have been many times when I have had to convince myself that things are better than they really are in an effort to keep moving forward.

One of the reasons we love our heroes is because they step into the unknown and gamble. We, as mere mortals, marvel at it. I know that it isn’t that these champions are free from fear but that they are not paralyzed by it. Every person on that helicopter on Jan. 26 was a hero and a risk taker. May we celebrate their lives and may their legacy inspire every one of us.

What do you think—are all successful people inherently a little delusional?  Follow me here and subscribe here for all the latest tips on how to increase sales by up to 400%!

– Paul

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.