On this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer talks with Mrs. Connie Kadansky; She is an expert at helping others overcome call reluctance. It is something that so many people in the real estate industry continue to struggle with or downright ignore as they progress in their careers as real estate professionals. Whether you are an individual realtor, or you have a brokerage or a team, Connie has helpful insights for you!
Connie always wanted to solve her problem because she was motivated and goal-oriented. After reading the book, ‘The Psychology of Sales Call Reluctance’, Connie realized that she had call reluctance which is the emotional hesitation to prospect and self-promote. When salespeople have call reluctance, their mindset is on themself. No matter what kind of phone call you are making, be sure that before you pick up the phone, you ask yourself what you have to offer that could create value for them today. Connie suggests, when we are calling somebody, we are looking for them to have a business relationship. We cannot have a relationship with a prospect that clients don’t have three essential components: 1) shared interests 2) shared care, and 3) shared commitment. Once you get past the sales reluctance of making a call with the client, how do you keep moving down the line and converting them into customers? The barrier to entry is not that hard. If it were hard, there wouldn’t be two to three million agents operating all around, says Jeff. All relationships reflect the relationship that we have with ourselves. Take it as an adventure and learning experience. Connie discusses how self-promotion has a little bit of bad connotation sometimes with people and how to overcome that thinking. We have to be consistent at what we do and being consistent as real estate agents, we can professionally manage our visibility, suggests Connie. Jeff asks Connie, when you advise a team leader or broker or a business owner trying to help their people be quicker, more assertive, and more eloquent, how do you advise them? If someone is projecting negativity onto their prospect and holding that, we need to think of them as human beings. Jeff asks, “As real estate agents, we are always taught to keep going; At what point do you wave the white flag as the person making the call?” The best salespeople are out there who are mentally fit and know their value.
3 Key Points:
The phone is so darn heavy for us because people don’t see their phone as their ATM. The real estate agents answer their phones all day long because they have signed in with their phone numbers, says Connie. The best callers are not best because they are the most eloquent. It is because they are the most prepared. A phone call is not about having that salesman silver tongue. It is more about preparation, practice, and being prepared. When we have call reluctance, we are more up to protect ourselves. We are protecting ourselves psychologically, says Connie. Resources Mentioned:
Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram Jeff Pfitzer | Instagram | LinkedIn | Twitter Connie Kadansky | Website | LinkedIn Street Text (sponsor) Follow Up Boss (sponsor)