Ready to Amplify Your Call List?

I’m often asked what’s the secret to a successful career? What’s the holy grail, the secret sauce, the game-changing strategy?

Truth is, there’s lots of things - discipline, patience, commitment and a willingness to do the hard work among them.

But if there’s an alpha and omega, as in a first and last thing, then it’s one simple but absolutely crucial ingredient.

The beginning and the end

In this industry, the alpha and the omega comes in the form of the call list.

The alpha is the actual list, and the omega is the act of making the calls. In between there’s the art of knowing who to call and what to say.

Who you gunna call?

While the call list is the beginning and making the calls is the end, the success of this activity rests on the content of the conversations you have.

You need to have great dialogue with the purpose of creating relevant outcomes. In other words, get crystal clear on why precisely you are making each call, because there will be different outcomes depending on who you are calling.

Typically, the outcomes of contacting people on your call list are as follows:

• To create a listing opportunity.

• To extract an offer.

• To seek a referral.

• To build trust.

• To become memorable.

• To be of value.

• To gain permission for future contact.

What’s in it for them?

Every client we connect with has a need. It’s our job to uncover that need and facilitate a solution.

Those needs might include selling their property, understanding its worth, knowing more about the market, having the confidence to purchase, finding their dream home and more.

They may have one or a couple of the needs mentioned above or something different entirely. It’s our job to find out where they are on the real estate journey and assist where possible.

And it’s important to note they may not have the need right now, but may well in the future.

Here’s the clincher

So here’s the clincher. When you have a significant conversation with a current or potential client, send a handwritten card as a follow-up.

That’s how you add leverage. It is that extra layer that amplifies the former. It’s how you become valuable, memorable and top of mind when their need arises.

And consider these numbers as evidence of how great this amplification method can be…

• 5 cards a week will impact 250 of your contacts in a year.

• 10 cards per week will reach 500.

• 20 cards per week will total 1000!

The strategy is sound. The power is in the execution.

Look to the alpha and omega

If you are seeking to up your game, look to the alpha and omega that is your call list. Know who to call, and understand the needs of the people you are connecting with.

Have meaningful conversations that ensure you add genuine value to their lives, and come at it from a perspective of service.

Then, whatever you do, don’t overlook the follow-up. Because it’s in that final activity that you cement your position as the agent people turn to when the need arises.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.