First try to make sure you’re talking to the right person. I do also know that starting out with that works better.
For example, if you call, “Hey, I’m calling about the house you had for sale.” And you don’t know who you’re talking to, and you just start talking, the people can get you off the phone a lot faster.
So that’s why I call up, and I almost pretend it’s like a friend, “Hey, is this John?” “Hey, is this John?” “Hey, is this Joe?” And then the next question is weird again. It may seem really weird, but there’s a reason we ask it.
What I’ve found is, when we were doing calls and I had the virtual assistants doing calls, a lot of people would tell them, “Hey, I’m busy. I don’t have time to talk. Call me back later on.” And they’d kick them off the phone. And then when they called back they’d never answer the phone.
So in order to avoid that, I told them to start asking, “I have a quick question for you. Do you have a minute?” And they don’t know who in the world you are. You’re calling completely out of the blue, 99% of people are gonna say, “Yeah, I have a minute. Who the heck is this?” Or they’re gonna think, “Who the heck is this?” They’re not gonna say that.
“Okay, cool. My name is Ben, I’m a realtor here in Jacksonville. The reason I’m calling is you had your property on Fourth Avenue for sale with another realtor a little while ago and it didn’t sell. Are you still interested in selling that property if you could get the right price?” And what are they going to say? “Yeah, I wanna sell.” Or, “No, I don’t wanna sell.” If they wanna sell, you send them your book. If they don’t wanna sell, you can still ask, “Hey, do you think you might consider selling down the road, sometime in the future?”