I-A-Q #13: Cold Calling Doesn’t Suck. Your Attitude Does
Happy Monday!
Here is an Idea, an Action, and a Question to consider this week.
Idea
An agent with a positive mindset won’t fear the rejection and failure that can come with cold calling. They know that for each angry rejection or prospect that intentionally wastes their time, they’re one step closer to the person who will be their next listing.
They don’t have to enjoy cold-calling, but they know the results will come if they persevere. They know that every “no” is a way to learn how to get a “yes.”
Fighter pilots do something similar: it’s called the debrief. After a mission, we review the actions we took and what resulted from them. We talk about what we could do better next time, and we break it down into errors of perception, decision making, or execution.
For a two-hour mission, I’ve debriefed for as long as fourteen hours before! That’s how we improve––by taking full advantage of every flight to make ourselves better.
Action
Record this week’s cold calls. Then, review your recorded calls and actively seek to be a more positive-minded agent. When you analyze what happened, you can see what you did right, what you did wrong, and what you can do better next time.
(If you need a call recording tool, I recommend Otter.ai)
Question
What did you learn about yourself from your recordings?
See you next week,
Matt “Roar” Gardner
Real estate investor-agent, Author of Supersonic Real Estate: Light Your Afterburner to Accelerate Your Investor-Agent Career (Coming Soon!), and keynote speaker
