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Calling for Calling's Sake

general real estate Jun 06, 2019

The other day, I ran across this post on a REALTOR® Facebook group (paraphrasing):

“I’ve got a large list of leads that another agent gave me, but they’re really old, and most haven’t been contacted in over a year.  Any advice on a script to use when I call them?”

There was a whole bunch of “helpful” suggestions from other agents, on what to say and how to approach the situation.

I was dumbstruck.  But here’s what I should have said:

Throw them in the garbage!

SURELY you have something better to do with your time, than chasing after stone cold “leads” (?).

Another similar situation came up with a coaching client.  This guy is good.  He works hard, and he’s disciplined.  But he’s following a program he learned from someone else, and he takes it a bit too literally.

The program states that you must contact a certain number of people in your COI daily.  Well, he doesn’t have a huge database, so he’s telling me how he’s phoning people that he hasn’t spoken to in over ten years and telling them that he’s a REALTOR® now. 

To make this as plain as day, imagine this:  You get a phone call out of the blue from some guy you haven’t thought about or heard from in over a decade.  He launches into a spiel about how he’s in insurance now, and do you have time for a coffee?

Ya, no thanks.

Don’t be that guy.  OK?

Do not EVER make a call for the sake of making a call.  NEVER.

Do not EVER make a call or send a message to a lead or client, unless you are delivering something of value.  NEVER.

If you want to build a referral-based business, it’s counter-productive to waste your time calling crap leads, when there are so many more important things to be doing.

I never once called a stone-cold lead in my entire 14-year career, and I made between $590,000-$865,000 every year, all as an individual agent.

How about you?

Use your time wisely, peeps.

—Coach Ted


Ted Greenhough

12 X RE/MAX Chairman’s Club ($500K+) all as an individual agent (2006-2017)
Now, I teach good REALTORS® how to be great REALTORS®

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