3 Excuses to Avoid Sales Calls – And Why They’re Not Valid

Emily Williams
Published: 06/24/2012
Posted by: RET Staff

Let’s face it, most people hate making sales calls. Unfortunately, they can be a helpful – arguably necessary – tactic for real estate agents. Particularly in this challenging market, we need to be doing everything we can to generate leads; and cold calls (or lukewarm calls), whether you enjoy them or not, are a potential source of leads.

If you’re like me, when you don’t want to do something, you can come up with a dozen reasons why the dreaded task is a bad idea. Chances are, you’ve come up with the excuses to avoid sales calls that I’m going to list below. Now, don’t hate me, but I’m going to explain why these excuses are bogus and you should pick up the phone.

First, a Script
Victor Lund, RE Technology CEO, provides a helpful script for cold and warm calls. Lund says, “In today’s market, everyone knows a neighbor that is planning a move in the future. Call your friends and past clients. Be clear with them that you are looking for business.” Here is his script:

‘Hi Janet, how are you? Listen, you know that I sell real estate, and I just wanted to touch base with you to learn if you know anyone who might be thinking of selling their house. Don’t worry; I will not mention that you sent me their way unless you suggest that I do. Just looking to drum up some business.’

So, now that you even have a script, what are the excuses you’ll come up with in order not to use it?