There’s a fabulous scene in The Wolf Of Wall Street where Leonardo, playing the notorious Wolf of Wall Street, delivers a motivational speech to his team:
“You see those little black boxes over there, they’re called telephones. They’re not going to dial themselves. Without you, they’re just worthless hunks of plastic.”
Now to be fair, I am not suggesting that you stay on the phone until your client either “buys or dies”, that’s a little strong.. But, here’s the thing – can you put your hand on your heart and say you have made enough calls today?
Have we all become so reliant on technology for our communication that we have not only forgotten how to pick up the phone but become scared of it? Our modern lives, with technology designed to reduce your workload, improve productivity, efficiency and accuracy, literally revolve around our screens. We have honed the art of a well scripted email, a brilliant email campaign designed to encourage people to call us, websites that can now not only inform but educate and interact with us all. But does it mean we’ve become complacent?
I am registered with all the agents in Wakefield and some in Leeds. I could tell you who I would want working for me if I was an agent, and it’s not the agents with the well scripted weekly emails that I NEVER read, it’s Danni from Reeds Rains in Castleford. Why? She picks up the phone to me whenever there is a property that needs some work doing. We have built some sort of relationship, there’s some form of rapport and trust between Danni and us, she gets rejected at least 90% of the time but she’s persistent, relevant and pleasant.
Imagine if your buyers were saying that about you. Who do you think they’ll pick up the phone to sell or rent their house with? Other local agents just simply are not on my radar. I don’t know that they exist, they’re not in my circle of reference now and therefore are unlikely to be when I come to sell.
The point is that Danni hasn’t done anything over and above her job. She’s informed potential buyers of a property. The differential is that she picked up the phone to do it, thus building up some form of relationship that is personal and the result is she sticks in my mind.
So here’s the question how many calls will you make today? How many buyers, landlords, vendors and tenants will you call? Or will you be like everyone else and wait for the phone to dial itself?
Anyone can take an opportunity, but it takes a great sales person to create an opportunity, so PICK UP THE PHONE!