Why is asking for a referral important in sales?
People are happy to help, but most do not understand sales jobs or commission-only employment
A good way to let others know you are available is to send a letter to at least ten people, including a business card and asking for referrals.
What is cold calling?
The action of calling people that the salesperson does not know and has not been referred
Cold calling is common in the real estate industry and involves obtaining a list of potential clients.
What is the average success rate for cold calling?
1 in 75 calls results in contact with a potential client
The process may be difficult, but it is effective; the more contacts made, the higher the likelihood of making a sale.
How many calls should a salesperson aim to make per hour?
About 10 calls per hour
This can lead to an average of a new client per 8-hour day.
What should a salesperson do before making their first phone call?
Write down their sales pitch and practice it until comfortable
Having a copy of the sales pitch during calls helps keep the salesperson on track.
What is the significance of the first five seconds in a sales call?
It will make or break the pitch
The first sentence is crucial for engaging the potential client.
What role does smiling play in a phone call?
You can hear a smile over the phone
Smiling can positively influence the tone of the conversation.
Why are new relationships important in building a real estate business?
They help find potential clients
Being aware of laws such as the ‘No Call’ list is also important.
What is the ‘No Call’ list’?
A list for anyone that does not want to receive cold calls at home
Cold callers may not call those on the list, with fines up to $16,000 per incident for violations.
What must companies do regarding the No Call List?
Check the list monthly and remove any persons enrolled from their client lists
Companies must not call parties on the No Call List.
