Warm Calls: 1 Tweak to Go from 'Salesy' to 'Stellar' Rapport

As featured in Inman News.   

'I know I should be calling my database but it just doesn't sit well with me. Calling my database gives me an icky feeling. I feel like I'm being disingenuous to try to discuss real estate when this is such a tragic and challenging time'

Can you relate?

Many of my coaching clients and workshop attendees have voiced the above sentiment. And, it is not lost on me. 

Honestly, I believe there is no time that we should call those that we know (a.k.a. warm calling instead of cold calling) -- from family members to long lost high school chums to a new networking connect -- to 'beat them over the head' with real estate. This at best can be annoying, like children asking every mile of a cross-country road trip, 'Are we there yet? Are we there yet? Are we there yet?' (Does that make you want to scream? Argh!) But, at worse, this crass, self-centered calling technique to those you know (and perhaps like and love) can be the final push in a relationship (or acquaintanceship) that was already on the edge of failing.

Here's the thing. Challenging times are the times that people need to hear from their trusted real estate professional the most. How so? Often, challenging times are tied to our finances, and would it not be great if someone could tell us how our home or real estate portfolio can be leveraged to get us out of 'hot water'? You bet.

Case-in-Point: I had a dear childhood friend lose his father in May 2020 after his father had been on a respirator for several weeks. His mother was still hospitalized at the time. Simultaneously, the medical bills were literally stacked up. Since he was in my database, he got a warm call from me. My call helped him to understand how selling his parents' prime home (housing inventory was low in his area) could cover the debts and give his senior citizen mother an additional nest egg.  Additionally, he realized selling his home and purchasing something larger (since interest rates were still at historic lows) would take the stress away from his suddenly single mom. That ended up being three transactions for my team all simply because I cared enough to check-in and not be afraid to connect with my database during this unconventional, to say the least, year.

Likewise, your call to your database could be just in the 'nick of time'. 

Here's my handy-dandy four-step method to approaching database calls warmly without feeling like a sleazy, fly-by-night salesman.

C -- Check-in. 

The purpose of our call is not to harass anyone about real estate but rather to simply check-in. This has been a hard year for so many people on various levels so calling to simply check-in goes a long way to show you care.

A -- Ask. 

Unabashedly ask, 'Really, how are things with you during this challenging season? How can I be of support to you during this season?' and other similar questions.

L -- Listen. 

Their answer may have nothing to do with real estate but I bet it will cement you 'top of mind' in their mind for when they or those they know have real estate needs because you are not being insensitive during their time of need.

L -- List. 

After you have been so generous as a listener, most will then ask you how things are going for you. I know our natural tendency is to discuss our family and life but I want you to list the positive things that you are experiencing in real estate first, particularly if there is something that pertains to what was just shared. Then, go into discussing other areas of your life but be sure to lead your list with real estate. 

Again, this is a powerful way to show you care while subtly establishing yourself as a trusted real estate professional. As the old adage goes, 'People don't care how much you know until they know how much you care'.

But don't stop there. Here are some of my favorite strategies to plan for 2021 (enjoy complimentary access, score!):

Sound off - I would love to hear from you!  Give me a shout on Facebook, Instagram, and YouTube, or by visiting LearnWithDrLee.com.  

Want more of the best practices of our nation's top producers? Grab your copy of the short read, Profit with Your Personality. Here's to your success!
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