Prospecting to save borrowers time and money
A personal touch always wins!
As a sales professional, prospecting is key to our success. In today’s time of texts, DMs, PMs, emails, and other voiceless methods of contact, many salespeople deviate from the ‘Cold Call’. I myself, though am not afraid of the phone growing up in the cab stand at LA Taxi. I still get nervous making those calls!
Support from a mortgage team leader.
Currently, my team leader is focusing more on prospecting as we are focusing more on maximizing our pipeline, and ultimately being the leading team in our firm. I found myself facing the CRM with fright. For what reasons?
Mostly thinking, “I don’t want someone calling me all day…” But that is just it. We’re not calling one person all day, we’re making 3-minute calls to persons that have already expressed interest in our products (or we wouldn’t have these calls to make).
I’ve found this week making the calls and chatting people up is not as scary as most might believe. I haven’t come across any go “BLEEP yourself’s” or “F offs”, not even once. It’s scarier not having the dishes done before my wife gets home from shopping, let me tell you (LOL)!
At the very worst it’s an “I’m not talking to someone I don’t know” and if it were still the 90s, the following tone after that statement would be the annoying tone of the hang-up. If anyone remembers that tone or am I just that old now?? LOL!
3-Minutes is all it takes!
Cold calls are definitely a numbers game, and there is a widely known art to the cold call that I think most salespeople today are forgetting… It’s the follow-up call, then the next follow-up call, and then the next, and so on. Statistically, a prospect will forget your name within 3 months!
Really if you think about it, is a 3-minute phone call once every three months really that terrifying that we pass up these opportunities to make new acquaintances and eventually clients and on to be friends by the end of it all? Isn’t that our ultimate goal as sales professionals? To sell the right commodity or service to our friends!?
Don’t be scared of picking up the phone – IT’S NOT THAT SCARY. Isn’t it scarier to not have anything percolating in your pipeline and not knowing when your next pay is coming than being hung up on or even being told to fly to the F’n moon or whatever creative comment someone can come up with??
In conclusion, the cold call is still a solid form of prospecting, and to get more into it, door-knocking is still number 1. Think of it like applying for a job. In the days of pre-internet and algorithms, we had to hand in a resume in-person, shake a hand firmly and pitch to the manager for 3 minutes as to why you are the man or woman for that position. Sales is the same thing!
So do like I do, put some stand-up comedy on Youtube, get yourself laughing, and smile ‘n’ dial. (yes, I literally listen to stand-up while I make my calls. A happy face = a happy call!)
