What do we offer somebody?
Ready?
This is actually a pretty good topic.
It's a very important topic for you because the name of the game is what?
Prospecting.
And, what's the third?
That's right, prospecting.
Prospecting is the name of the game, which means you gotta talk to people.
If you don't like people, you might be in the wrong business.
You get that?
You gotta like people.
And you know what?
More importantly, the people gotta like you.
So you gotta ask yourself, "Am I a likable person?"
I like to use the example of, if you were able to take yourself out for a cup of coffee,
would you have a good time?
And if the answer is, "I don't know," then you might want to work on your personality
some.
I don't know, work on being a little bit more outgoing.
Because people like that.
Let's go back to the cold calling.
How important is cold calling?
Are you kidding me?
It's huge.
If you're going to cold call, even door knocking, the same thing, when you're going to come
up to a complete stranger and call them, or knock on their door and say, "Hello, let me
into your world."
That can be pretty scary.
And the reason it's scary is because most of us don't like rejection.
And, typically, when you call somebody who doesn't know ya, or knock on somebody's door
who doesn't know ya, chances are they're going to slam the door on you.
Or hang up on ya.
And who the hell wants that?
Nobody wants that.
What I'd like for you to do.
If you were smart, this is what you would do.
Now, the typical agent will pick up the phone and say, "Hello, Mr. Owner.
I just want to know if you want to sell your house?"
Which is a very abrasive approach.
It's a cold approach.
Think about that.
"Hello, Mr. Owner.
My name is Robert Rico with ABC Real Estate Company.
Just want to know if you want to sell your house.
You don't?
Thank you for your time.
Bye."
You'll probably make 300 phone calls, and every single one would say what?
"No," and hang up on you.
What have you offered?
You simply have called and asked them a question and they simply said, "No."
And they hung up and went on with their life.
My recommendation is this, whether you're door knocking, or whether you're cold calling
a complete stranger, offer them something.
I'm not talking about offer them a tangible.
I'm not talking about offering them a magnet for the refrigerator.
I'm not talking about offering them a new pen with your name on it.
I'm talking about, if I were you I'd offer them something that they're going to grab,
and actually read and say, "You know what?
I'm kind of interested in this information."
Before you go out there and make your calls, or before you go out there and door knock
on these stranger's doors, if I were you, I'd go back to your office and I'd print up
a few comps.
A few comparables.
A few houses that sold in the area that you're going to target.
Find a few comparables of houses that have sold in the neighborhood that you're going
to plan on targeting and take that with you.
"And this just has information on homes that sold in your area.
I thought you might be interested as to what's going on.
The real estate activity in your neighborhood.
Here you go."
And chances are they're going to take it into their home.
And chances are when they get there, and sit on their recliner watching the ball game,
chances are they're going to probably take a look at it and say, "I wonder what's going
on in my neighborhood when it comes to real estate."
And if you were to place your information at the bottom of that page, chances are they
might call you if they're ready to pull the trigger.
You gave them some information that they're probably going to read.
"Hey.
I didn't know so-and-so's house down the street sold.
I remember it was for sale.
It sold for two million dollars?
Mother of mercy, maybe I should put mine on the market."
You've put that doubt in their head.
That bit of information that maybe should call you.
When it comes to cold calling, same thing.
"Hello, so-and-so.
My name is Robert Rico with ABC Real Estate.
Just wanted to let you know that I ran some comparables in your neighborhood.
Just thought you should know, your house is worth about 1.5 million dollars, in general.
I ran some comps.
If you are interested in selling your house, I'm here for you."
Give them the information.
That would be a great way to start a discussion.
They might say, "Are you kidding me?
My house is worth 1.5?
Whoa!"
And then, you can say, "I can bring the exact number if you'd like, tomorrow.
Three o'clock sound good for ya?"
It's a way to lead into a conversation.
If you simply call and say, "Hello.
My name is so-and-so from ABC Real Estate.
Would you like to sell your house?"
That approach has completely no, no, nothing, nada value.
Has nothing of value.
Give them something to think about, huh.
Give them a taste of something.