The Power of the Next Call
We can talk goals, KPI’s, listing presentations and a whole host of other real estate metrics and activities, but the reality is that of all the tasks we undertake as agents, nothing compares to the impact you can have by simply picking up the phone and making connections.
Whether it’s a follow-up call, a market update, cold calling or just touching base, the telephone is the most powerful piece of technology we have at our fingertips.
Those who use it regularly as part of their weekly routine understand this power all too well. That next call could be the connection that starts a conversation which leads to a listing and sale.
A recent reminder
One of the Agents’Agency’s WA members reminded me of the sheer power of ‘the next call’ only recently when he mentioned how one phone call led to a conversation which resulted in two future sales.
These were two opportunities that wouldn’t have been available if he had not picked up the phone. Sure, other skills then come into play, but it’s the act and the discipline of making that next phone call that gets your proverbial foot in the door.
That next phone call can also be a game changer. For those new to the industry, it can kick-start your career. For those in a ‘slump’ it can be the determining factor that turns things around.
Even for those at the pinnacle of their career success, that next call is the critical component that maintains your momentum.
A little inspiration
I have a series of favourite real estate quotes that illustrate the power of that next call, and they’re great to keep in mind if you’re having one of those mornings where calling people feels like a mammoth task…
‘He who makes the most calls wins’
‘Be fearful of your competitor who is not afraid of the phone’
‘Your greatest competitive advantage is that your competition is lazy; so long as the competition cannot say the same thing about you.’
Your success relies on that next call
It doesn’t matter whether you are new to real estate or a seasoned veteran, your success will always be dependent on that ‘next call’.
If you don’t make that call, someone else will. If you don’t pick up the phone, who knows what opportunity you might be missing.
Almost every successful agent has a story of the connection that changed their career – that one conversation that led to the listing that altered their trajectory and kickstarted their momentum.
That conversation could be the next call you make, or the one after that. It could be the call you made yesterday that reaffirmed your professionalism in a prospective vendor’s mind.
The reality is, you never get to ‘arrive’ in real estate; you are continually on the journey.
The volume of phone calls you make in the coming weeks and months will determine how well you finish this year. It will also set the foundation for the results you hope to achieve in 2024.
In other words, pick up the phone. Make the call. Repeat. That’s as complex as it needs to be.
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.
