Think about this for a moment, most people who decide to go into business for themselves have no idea how good they have to be at “People Skills” in order to build a long term business. The ability to make contact with people on a regular basis is key for anyone who is trying to grow their business.
Let’s talk about Cold Calling for a minute. This area right here is where most people have the highest level of fear, even though the person on the other end of the phone conversation can’t see you, people still get stuck on the idea that they just can’t make those type of calls and they would much rather find some other way to get people to buy their products, or to offer their services to.
I recently was asked to sit in on a Blab Session with a real estate investor/broker named Karl Krentzel. Karl is the creator of the Red Pill Sales System. Karl teaches people in real estate how to improve their skills so that they can become better at what they are trying to do in their real estate business. Karl invited me onto his Blab session and he asked me to do some Roll Playing with him, we sat down and basically went through what a cold call to a home owner may sound like. I can tell you for a fact that being put on the spot and being asked to show off some of my abilities “Live” on camera was no problem for me at all because I do that everyday, 7 days a week at my desk so it is very easy for me to just start up a conversation (even if its fake and for training purposes). You can watch the replay of that Blab Session in full Here https://blab.im/karl-krentzel-wholesaling-as-a-career-bring-your-questions
Karl and I both went through the exercise and it went really well, after we were done I thought to myself “Nobody Does That” nobody out there that is a real estate Guru calls out their students or followers and asks them to showcase their skills right on the spot without rehearsal. Real Estate is a game of contacts ladies and gentlemen, the name of the game is to fill your pipeline or lead funnel with so many contacts, that you will never run out of business.
Once Karl and I were done with that Blab session, I received some text messages from people saying that they saw the video replay and loved it, many people said to me “I wish I could do that” so I text back and ask “You mean talk on the phone”?
Since when did making a phone call become such a scary thing? in a world that is all about the quick and the easy, I see that people’s conversation skills are weak, today people would rather text what they have to say VS not actually talking to someone. I believe that the lack of confidence is the major reason why people are afraid to make cold contacts on the phone, they do not know what to say, or how to react to objections and I can tell all of you this much, I hated it too when I first started doing it back when I was 19 years old and in Amway.
When I was 19, my mentor Glen would have me sit down and he would make me call people who were on my leads list for prospects, all the people he made me call first were all the people in my town who were way better off than I was financially. I would call doctors, lawyers, business professionals, you name it and Glen made me cold call all of them. Calling people who have more money than you do at that time is scary stuff, here you are trying to tell people over the phone that you have a business opportunity that can make then rich and they just look at you like an idiot because of where you are in life at the time you make that call, not a very fun experience to go through but that skill is how I was able to break out of the frustration phase as a newbie real estate wholesaler.
I am glad he had me do this right out of the gate when I started out as his mentor student because I never really got good at avoiding making calls, I always hated the idea of sitting down and being told NO a thousand times, but because of that training I had way back then it has allowed me to make a ton of money in real estate because I have this ability to contact home owners directly Vs sending them a million mail pieces that they are not reading anyway.
If you focus some time and energy on building up your phone skills, you would be amazed at what you can create in terms of income. As I write this blog it is August 28th, 2015 and this month alone I was able to lock up 4 real estate deals all by way of Cold Calling home owners and that effort on my part cost me zero money out of pocket in terms of marketing so all 4 deals I did cost me no money to acquire.
In real estate it is very common for people to buy lists of names from websites which is basically free information that someone else has packaged up and now they want to sell you those names for a price, newbies in real estate eat this stuff up, they feel that if they send out thousands of mail pieces each month that they will have so many leads coming in that they will be making money hand over fist in no time…..not that case, direct mail is not the most reliable source for real estate leads at all, you are competing with tons of other people doing the exact same thing, mailing to the exact same home owners so now the game of real estate becomes…..“Who can get their first”
If you had the choice to either call a home owner right now, VS you sending them a mail piece….which would you rather use? I can tell you this much ladies and gentlemen, Real Estate is a game that is about speed. Those lists that people buy online….yeah those lists are what some Guru’s call “The Leftovers” the really good deals can be taken down way before they ever make it onto a list somewhere so how do you even find those type of deals, save money on marketing and actually get ahead in your real estate business?….You Cold Call!
If you are one of those people who can honestly say that you hate cold calling ask yourself why? is it because you never developed it as a skill and if that is that case, would like like some help with that? I am willing to work with people by way of Skype if that will help them move forward in their business. I will tell you this much, your attitude about what you do is key, if you take on the mindset that you will get a deal today, or that you will make 50 calls today, then you are so far ahead of most people in your attempts to make it big in sales.
If you hate making cold calls because you lack the ability to be great at it right now, do not let that stop you from developing that skill, it is so powerful to be able to be an excellent communicator in business and trust me, people who you do not know will send you messages or emails in private asking you to work with them all because you “Sound” like a sharp and confident person, if you don’t believe me then explain how I was able to build my entire real estate team in 15 states all by way of phone only? I haven’t met most of my team in person, it was all done over the phone…it took me 2 years but my team is now solid.
I do what is called Virtual Wholesaling folks, I sit at home at my desk and I call people all over the country asking them if they would like to sell their home to me, I hardly ever see the homes I purchase, my team handles all of that stuff but after a few hours I usually have several appointments set and I am well on my way to having yet another productive month all because I took the time to reach out to people and simply ask for their business. I have no problem doing this everyday because my mindset is this…..
I will find a deal today, I will fill my calendar up with appointments each week, I will be first in the door by making phone calls Vs waiting on direct mail to kick in, I know I can create an extra $10k this month and every month if I stay true to my numbers which is no less than 300 calls per week “No Excuses” so now I ask all of you reading this blog…
What is stopping you from making money over the phone?
**If interested in being interviewed on “Meet The Mentor” or would like to offer your expertise to our group you can join us on Facebook here: https://www.facebook.com/groups/911338095595483/
*Michael Opolski is a Blogger, Real Estate Buyer, Music Producer, Mentor and a Twitch TV Broadcaster. If you would like to contact him here are some links to do so.
REAL ESTATE SERVICES: http://www.azemergencyhomesales.com/
Twitch TV Channel : http://www.twitch.tv/competition_sports
Link to Music: http://fandalism.com/mikeopolski
Meet The Mentor Youtube Channel: https://www.youtube.com/channel/UCCCIfK_ZsBPBtTFJk82ctZA