I have an SOI Business Plan (that is, a plan for how often I contact the people I know) that includes a couple of personal phone calls every week. Before I continue, let me stress that I never ever ever attempt to prospect to my SOI during these calls - I'd hate to train the people I know to "let me go to voicemail!"
Anyway, I admit that I struggle with the personal phone calls. Don't know why it's so hard, but it is. I guess it's because I really don't like to talk on the phone myself, so it's hard for me to impose my voice on others! But whenever I do get brave and make the call, I almost always feel good that I did.
(Except I've noticed that if I call a fellow introvert, who probably doesn't like talking on the phone any more than I do, it can be a bit awkward. So, unless I have a real good reason to make that call - I don't. My introverted friends get an email.)
If you also have trouble picking up that 300 pound telephone, try this. Before you make your SOI phone calls, make a few purely "business" calls to warm up. Like - schedule a dentist appointment... call your credit card company to protest a charge... if you've moved recently, make a few phone calls updating your address. Once I've have a few successful phone calls under my belt, it's much easier for me to make the personal, or even difficult ones. (Like calling your seller to explain why you haven't had any showings this week).
If you've recently gone to lunch/coffee/happy hour with a friend, make a note in your planner about something you talked about that you can call next week to check up on. For example, last week I went out with my friend Catherine who is getting a puppy (named Ben) this weekend. So, I wrote down in my planner to call her on Monday or Tuesday to see how Ben (I made sure to write down his name) is doing and invite myself over to meet him! Maybe I'll even bring my video camera!
Just remember, don't call your friends looking for business. Don't even mention real estate unless you have a darn good reason to. If you truly can't think of anything interesting or non-salesy to talk to someone about, don't make that call!
The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell!
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