Well as we were talking on the phone Monday, he shared with me that whenever I mention him in one of my articles, he normally gets about half a dozen phone calls from agents around the country wanting to find out that he is real and what he’s doing. Of course he tells them that he generates tons of free leads using the Ultimate Website system and Craigslist, and that he follows up on them as quickly as possible.
But here’s the part that absolutely floored me. Matt told me that lately several agents, when they’ve heard that he makes over a thousand phone calls to new leads every year, just flat out told him that they just couldn’t do that and immediately lost interest.
When he told me, I have to admit that I was dumbfounded. I literally didn’t know what to say.
All I hear about from agents is how they don’t have enough business, and yet when you show some of them how to make more leads for free than they can possibly handle, they don’t want to pick up the phone and engage them?! Huh? I don’t even know what to say!
So let me try this. To those of you who feel like you can’t make a thousand phone calls…
The way you are successful in real estate is the same way you eat an elephant — one bite at a time. Come on, folks. Think about it: a thousand phone calls a year is not that many. Most of us work about 250 days a year so that translates into making about four phone calls to new customers per day. Is that really too much to ask to earn a six figure income?
I know of one very successful real estate coach who used to teach his agents to make one hundred phone calls a day, and all of them cold calls. Have we really gotten so lazy as agents that we can’t find the time to make four phone calls a day to earn $100,000? If you have, and I’m referring to you in this article, I’d like you seriously think about another line of work.
Of course, it helps to know what to say when you are making prospecting calls.
Real estate is a great business, and many of us are willing to work it hard. If you are one of those who’s too “busy” (read: lazy) to make a few phone calls to new customers, you really need to rethink your career choice. After all, this is a sales business. There is no easy money just for wearing your Realtor pin and showing up at the office.
On the other hand, if you are one of my readers who isn’t afraid of a little work, you can do what Matt Mouser has done. In the last year he’s grown his practice to about four transactions a month and was asking me questions about building a team. And he’s doing that by working hard, making tons of free leads, and actually picking up the phone and talking to them.
If you struggle to know what to say when you are making prospecting calls, you’re not alone. Even I work from a script. Click here if you’re interested in my exact what-to-say-and-how-to-say-it prospecting scripts.