WHY YOU SHOULD NEVER COLD CALL - KEVIN WARD

all right let's talk about cold calling no cold calling one of the things I hate in a real estate when I started was when they told us we needed even cold call it was just just the thought of cold calling sounded painful to me and so today I want to talk about why you should never Co call ever ever ever ever again now I don't mean front by that so just in case before you shut me off here before you shut this off you may be going like yes no more coke on you may be going like no I'm a cold call and you're an idiot whatever you're thinking right now hear me out I am NOT saying when I say don't coke all over again I'm not saying you shouldn't talk to strangers anymore I'm not saying you shouldn't call people anymore I'm not saying you shouldn't door knock anymore but what I'm saying is you shouldn't cold call or what we call cold doors and here's why I want to give you two reasons why I do not and have never taught cold calling in fact if you have a copy if you've seen the book my my look at the book of yes the ultimate real estate agent conversation guide one of the things that you will notice in here is that there are no cold calling scripts and a lot of agents believe that that's an entire business framework is cold calling here's here's a reason I don't like cold calling and here's the reason I never liked it and the reason I'm gonna try to talk you out of ever doing it number one is expectation and that is that whenever you think of what of an activity as cold you just created an energy that has an expectation of discomfort it has an expectation of pain it just feels painful doesn't it because words have energy and so when you just think cold calling I'm gonna I'm gonna go out and I'm gonna do not cold doors well what are you expecting are you expecting a warm reception at that cold door no you're expecting a cold reception and I just always thought when I go out I'm not going to be cold and I really don't want to get a cold reception from whoever's door I knock on or whoever I call so I don't want to call call and this would this is what set me free was I was listening to a cassette tape by the late great Zig Ziglar and always loved Zig Ziglar in fact although ever since I was in third grade way back in the 1970s if you can believe that the Zig Ziglar they used to play him on our PA system every morning to school and he had this daily thing called see you at the top well India sales training here's what Zig Ziglar said he said I don't believe in cold calling he said because when I call somebody I don't want them to be cold and I'm not gonna be cold so when I call somebody I call it warm calling because I'm gonna be warm and I expect them to be warm now you're like well that's just semantics yeah it's expectation you see when your expectation is one thing guess what you tend to get in your life what you expect are all night and Gil told us this nearly a hundred years ago in the book called the strangest secret and that is that you tend to get in life what you expect what you think about what you focus on that is what you get it is the law of attraction in action and that is that if you expect a cold reception if you expect people to be cold to you if you expect people to not be warm and receptive to you that is what you are going to get so cold calling just the idea of cold calling creates this energy and expectation of discomfort and in a sense of lack of success now what I am gonna tell you on this is I am NOT saying that cold calling does not work I didn't say that and I did not say that you shouldn't do it and I call instead of calling the idea of cold calling is where you're just like going door to door down the street with no reason or just randomly calling a bunch of people in a neighborhood or whatever sometimes it's called circle prospecting I call that random prospecting which means I'm calling a person I'm calling an individual and I really don't have a reason to call that person other than the fact that they happen to be living in a neighborhood where I'm calling because I sold the house or listing or whatever so it's just kind of a random conversation and I have a script for it and all of that but here's the second reason that I'm gonna tell you and suggest that you probably never want a cold call again or random call strangers and here's the second reason effectiveness I'm not saying it doesn't work but what I am gonna say is it's not the most effective way to generate leads in this in this day and age simply not fewer and fewer if you're if you were making phone calls random phone calls and you're just calling people in a call list fewer and fewer people one have home home phones and two if they have a home phone they probably don't answer it more and more people have just a cell phone and if they don't recognize the person calling them on the caller ID fewer and fewer people will actually answer the phone so just in terms of efficiency it's less efficient than it used to be number one number two people are less trustful of strangers than they used to be used to have somebody back in the 1900s when and when I was growing up way back earlier in the 1900s when somebody called and you answered the phone and even I couldn't even remember back before the days of caller ID yeah I'm so my age a little bit but that was the truth is I could even back then is we would call somebody would call and we would answer and if they were they were a Salesman we would give them a hearing just out of respect and even if we weren't interested in what they had to offer we didn't think they're scamming me or you got you're just out for the money we we believed that people were generally good people that they're they were honest and so forth today there's so much distrust there's so much skepticism that people automatically tend to be skeptical or suspicious or distrustful when you knock on their door or when you call when you're just showing up out of the blue and all of a sudden you're knocking on their door or calling them now let me just say the next thing about efficiency and effectiveness for so by owners and expireds are different altogether now I've hear a lot of agents refer to calling for sale by owners and calling expires as cold-calling well to me that's not cold calling and it never was cold calling for the reason we've already talked about number one because I don't want them to be cold and I'm not going to be cold so my expectation is this is not cold call and this is hot calling because these people have already declared they want to move they've already declared they want to sell their house and so I'm not calling a cold prospect I'm calling a hot prospect so it's not cold callin it's hot calling so for sabe honors and expires are totally different than just randomly calling a bunch of people are randomly knocking on a bunch of doors with no reason other than to say hey I want your business I want to sell your house type thing there's different approaches that you can have that are some are more effective and some are less effective but in terms of effectiveness way better than random calling is is strategic calling what I call turbo lead generation where you're talking to people that have indicated a need or a desire to sell their house like for sale by owners like expires like distressed sellers like probate listings that kind of stuff because they've already indicated a very good high likelihood that they're gonna be moving ok internet lead generation while those are really not leads their prospects and at least they've indicated an interest in doing something my whole point is be strategic and where you're spending your time and your resources and your energy and trying to generate leads I'll tell you one other one that is probably the best and that is people you already know your personal circle your personal circle in terms of paying for the book but in effectiveness it's the best for two reasons number one they already know you like you and trust you and number two if they like you and trust you they want to help you even if they're not planning to move they want to help you get business and so they will become your word-of-mouth marketing team so just to summarize all this it's not a question of what works it's a question of what works the best what will give you the biggest bang for your buck the best return on your investment whether it's time and/or money so that your chances are the most likely that you can always expect yes so if you liked the video make sure that you subscribed my channel make sure you give it a thumbs up make any comments or questions you've got below share with other agents and if you're looking for scripts if you're looking for why do I say to these people when I call for sale by owners expires if you want the best go to the book of yes com got a special offer for you there on the book of yes we'll talk soon [Music] [Applause] [Music]

Channel: Kevin Ward | YesMasters - Real Estate Agent Coaching and Success Training

Views: 12,055

Rating: 4.8167939 out of 5

Keywords: Kevin Ward, yesmasters.com, real estate agent training, hero, coaching, real estate scripts, prospecting, real estate mentor, real estate leads, lead generation, real estate presentations, objection handling, overcoming objections, how to get listings, youtube real estate, real estate marketing plan, stop the bs, dinwitwin, real estate agent career, make money in real estate, cold calling

Id: DeZ6JBJxa_A

Length: 9min 26sec (566 seconds)

Published: Wed Apr 11 2018