Prepare for Contact in 3, 2, 1…


A little preparation–and a pep talk beforehand–can help make calling your clients easier.

Great salespeople know that face-to-face/voice-to-voice contact is imperative to build and deepen relationships with clients. This is especially true for real estate professionals who work by referral. Relationships are the fuel that drives the referral –based business. However, for more introverted or shy agents, making this contact can be a nerve-racking experience. These agents can become consumed with anxiety in the seconds before they pick up the phone or ring the doorbell. If this sounds like you, here are some tips to help get you through it.

1. Recognize your feelings. One of the biggest reasons why people are nervous about calling or greeting their clients is that they feel as if they’re intruding. In reality, your clients are excited to hear from you. If they don’t want to chat or see you, they won’t pick up the phone or answer the door. What’s the worst thing that can happen—you leave them a voice mail or leave the Pop-By item on their door step. No big deal—the world will continue to turn. And remember, even if you have to leave a message or leave the Pop-By item on their porch, they may just be out carrying on with their lives; it’s not that they’re trying to avoid you. If you leave the Pop-By on their doorstep, take a photo of the item and text it to them with a message like, “Just stopping by to say hi to one of my favorite clients.”

How to deal: Get pumped! Whether it’s a song that boosts your endorphins or a mantra that you love, make it a point to listen to it before you pick up the phone or walk up the driveway.

“Do not wait to strike till the iron is hot; but make it hot by striking.”
-William B. Sprague (click to tweet)

2. Get on a roll. You’ll find that once you deliver one Pop-By or make one phone call, the ones that follow will be so much easier to do. Start with one of your favorite clients—one that you enjoy seeing and who will enjoy seeing you. You’ll be riding high from the conversation, which will help you with your next one.

How to deal: Set a goal. It’s impossible to reach success without clear, measurable goals. Start small with a goal of three calls or three Pop-Bys a day. Once you’ve master these three activities, bump the goal up to five. Brian Buffini’s Referral Maker® real estate CRM is designed to help you reach the goals you’ve set for your business.

3. Reward yourself. Once you’ve completed your goal for the day, take a few minutes to celebrate. Having a reward to look forward to is a great way to ensure that we stay on track to reaching our goals.

How to deal: Treat yourself to a tasty sweet treat or save up for a big reward, like say going to New York City of Toronto for Brian Buffini’s Success Tour 2014. The Success Tour pulls into New York City in September with special guest, Mayor Rudy Giuliani. In November, the Success Tour will end the year in Toronto with special guest bestselling author and speaker, Les Brown. The Success Tour is a real estate event that you don’t want to miss! Visit to register today!

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