Getting on the phone and talking to prospects is often a daunting, stressful task for new agents. Let’s talk about a couple of ways you can make your time on the telephone more pleasant.
1. Don’t Stop
It doesn’t matter if you’re calling lead cards from a direct mailer or cold calling with an autodialer – momentum matters. Getting started is the hardest part, but once you’ve made a few calls and gotten into your rhythm everything starts to feel a little easier. Don’t make the old mistake of taking a break between every two or three calls, even if it’s to focus on other work-related tasks. Your emails can wait – block out time for your telephone sessions and allow yourself to hit your stride.
2. Grab a Mirror
This one’s an old chestnut, but it really works. People can “hear your expression” over the phone – there’s a subtle difference in tone when you’re slouched over and scowling versus sitting up and smiling. Put a small mirror on your desk and watch your expression while you’re calling. It’s a little thing, but it truly helps. What’s more, forcing yourself to look and sound cheerful can “trick” your brain to a certain degree into feeling happier. It’ll make the whole experience more pleasant, and not just because you’ll be closing more sales.
3. Set Goals
Just getting on the phone and calling people until something happens can start to feel a little aimless after a while. Worse, it makes it difficult for you to engage in consistent marketing practices – and as we preach over and over here, consistent marketing leads to consistent income. Setting goals for your calling sessions is a great way to combat this.
Don’t make the same mistake I did early in my career by setting only “yes” goals. I considered it a good week if I got a certain number of applications. If I got them by Friday I worked a full week, but if I got them by Tuesday then I took three days off. Looking back, this was foolish of me – I left a lot of money on the table because I was only setting one type of goal. When I started setting “activity goals,” it was a big turning point for me. I still wanted to get my X number of applications a week, but I no longer just stopped if I hit that number. I kept going until I hit my activity goal (calling a certain number of prospects, working a certain number of leads, etc.), and my income started rising. Not only that, but consistently setting and exceeding my goals made my calling sessions more enjoyable and rewarding.
4. Expect to hear “no” a lot.
Every “no” you hear leads you closer to a yes. Don’t get discouraged. There is a great recording in the members area on how to overcome objections and mastering this art will help you up your No-to-Yes ratio.
5. Just Do It.
This one’s the big one – and the only one, really. Just do it. Start calling. You’re going to mess up, you’re going to stutter, you’re going to hear no, you’re going to get questions you can’t answer, and you’re going to blow a sale. It happens to every one of us, and that experience is the best teacher in the world. You’ll never get better if you don’t make a few mistakes along the way. Reflect on your calls when you’re done and think about what you could have done better – and then do it again tomorrow.