From Cold Calling Nerves to Confident Conversations in 24 hours...

This past weekend I worked with a real estate client who wanted to get more comfortable in her outreach—the scenario: Cold-calling for-sale-by-owner prospects to offer her services as a listing agent.

Disclaimer: if you are in business, you might not be making cold calls, however, I trust that you will get something out of reading this article that will strengthen your confidence when it comes to sales.

My client came armed with a script and the latest statistics. We role-played. It was bumpy and awkward. I could feel the nervousness in her voice, it was breaking, and it was obvious that she was reading from a script, so we did a few things.

1. Hardwired the #1 mindset shift into her subconscious mind and central nervous system: Sales is SERVICE. Once you embody this in every cell of your being (hence the hardwiring), say goodbye to nervous energy and hello to exuding confidence.

2. Tweaked the script to make it sound more natural. I'll share the tweaks here with you because maybe you are also in real estate and find them helpful...

 As soon as somebody picks up, call them by their name. Everybody's mind is trained to answer when they are being called by their name.

 𝘑𝘰𝘦, 𝘩𝘪 𝘪𝘵'𝘴 [𝘺𝘰𝘶𝘳 𝘯𝘢𝘮𝘦]. 𝘏𝘰𝘸 𝘢𝘳𝘦 𝘺𝘰𝘶 𝘥𝘰𝘪𝘯𝘨?

A normal start of a conversation that takes the awkwardness out of it, would you agree? The person answers and then might ask, 𝘸𝘩𝘰 𝘪𝘴 𝘵𝘩𝘪𝘴?

 𝟐𝐧𝐝 𝐭𝐰𝐞𝐚𝐤 𝐨𝐟 𝐭𝐡𝐞 𝐬𝐜𝐫𝐢𝐩𝐭, 𝐫𝐞𝐚𝐝𝐲?

𝘛𝘩𝘦 𝘳𝘦𝘢𝘴𝘰𝘯 𝘧𝘰𝘳 𝘮𝘺 𝘤𝘢𝘭𝘭 𝘪𝘴 𝘵𝘩𝘢𝘵 𝘐 𝘯𝘰𝘵𝘪𝘤𝘦𝘥 𝘺𝘰𝘶 𝘱𝘶𝘵 𝘺𝘰𝘶𝘳 𝘩𝘰𝘶𝘴𝘦 𝘧𝘰𝘳 𝘴𝘢𝘭𝘦 𝘣𝘺 𝘰𝘸𝘯𝘦𝘳. 𝘈𝘴 𝘺𝘰𝘶𝘳 𝘭𝘰𝘤𝘢𝘭 𝘯𝘦𝘪𝘨𝘩𝘣𝘰𝘳𝘩𝘰𝘰𝘥 𝘳𝘦𝘢𝘭 𝘦𝘴𝘵𝘢𝘵𝘦 𝘦𝘹𝘱𝘦𝘳𝘵, 𝘐'𝘮 𝘤𝘶𝘳𝘪𝘰𝘶𝘴 𝘸𝘩𝘺 𝘵𝘩𝘢𝘵 𝘪𝘴...

Upfront, straightforward, and establishing your authority. Your prospect will answer, and then you can get into sharing your statistics and talk about the advantages of working with an agent.

 We changed one more word in the script.

𝘈𝘳𝘦 𝘺𝘰𝘶 𝘰𝘱𝘱𝘰𝘴𝘦𝘥 𝘧𝘰𝘳 𝘮𝘦 𝘵𝘰 𝘤𝘩𝘦𝘤𝘬 𝘪𝘯 𝘸𝘪𝘵𝘩 𝘺𝘰𝘶 𝘪𝘯 𝘢 𝘮𝘰𝘯𝘵𝘩? That's way too negative. We switched it to 𝘈𝘳𝘦 𝘺𝘰𝘶 𝘰𝘱𝘦𝘯...

 And one last tweak, instead of "𝘸𝘰𝘳𝘬𝘪𝘯𝘨 𝘸𝘪𝘵𝘩 𝘮𝘦", my client loved the expression 𝘦𝘯𝘨𝘢𝘨𝘪𝘯𝘨 𝘸𝘪𝘵𝘩 𝘮𝘺 𝘴𝘦𝘳𝘷𝘪𝘤𝘦𝘴...it made her feel so much better when she said it.

Scripts are great because, in a service conversation, you are leading your prospect down a path that ends in an outcome: it's either a fit or it isn't, but they need to be personalized so that you can embody them with confidence.

My client felt excited after our mini-intensive and hopped into her jacuzzi practicing the words out loud, recording herself.

Because practice and repetition are key. Practice in front of a mirror, record yourself or call a friend to roleplay.

This way, when it's showtime, your voice is calm and neutral, and you are so confident about the results you get your clients that you know it's a win-win for everybody.

And yesterday she sent me this: 

Ok, that's the edited version. The first one was this, and then she saw the typos... lol. Can you feel the excitement jumping off the screen?

What an amazing accomplishment! Going from NEVER having made a cold call to calling 5 numbers and getting 2 bookings. That is extraordinary!

She overcame her fear.

She owned her expertise.

She had an amazing service conversation.

And she booked two on-site appointments.

What she just hardwired into her subconscious mind and central nervous system is priceless: a new belief in being a confident saleswoman. It's cemented in her BEing. It's who she has become.

Just like that, you, too, can hardwire a new belief into your system and get unprecedented, rapid results. Looking for support to up-level your sales game or motivate your sales team, reach out and connect with me HERE.

With love,

~Simona

PS: Here is something that was a complete game-changer for me when it comes to cold calls. I hope that it will help you too. There is complete freedom in cold-calling. Why? The person on the other end of the line does not know you. Whatever they say, it's not personal.