"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

July 2010 - Volume 10, Issue 3

Dear Coach:

I have little patience with phone solicitors who call me. As a result I am timid when calling people and asking for referrals. What do you suggest?

Signed: Timid

Dear Timid:

It sounds like you are putting the calls that you receive from unwelcomed phone solicitors in the same bucket as the calls you make to your past clients and other people in your Sphere of Influence. As a result, your lack of patience with receiving calls from unknown solicitors is getting in your way of making appropriate calls to people who know, like and trust you.

Your belief that people will feel impatient when you call them, just like you feel impatient with phone solicitors, is simply not true. It is what is called a “self limiting belief.” You are comparing apples to oranges.

I totally appreciate your impatience with unsolicited phone calls from unknown people. I feel the same way when I receive these calls. And, I still call my past clients and Sphere and ask them for referrals.

Here are some ideas that may help:

1. Calling your past clients and referral sources requires 2 key ingredients. The first ingredient consists of managing the logistical details such as having names and phone numbers, using a contact management system and follow-up system, knowing what to say by creating a script, and writing handwritten notes. The second key ingredient is your attitude and willingness to make calls. Currently your willingness is low. To consistently connect with your Sphere will require you to possess both ingredients.

2. Your past clients (provided they had a good experience working with you) will enjoy getting calls from you. Especially when you take an interest in them and provide some useful real estate related information. I guarantee it.

3. In my clock hour class “How to Fearlessly Ask for (and Get) Referrals”, I teach agents how to have the right intent when asking for referrals. Asking for referrals is really another way to say “I want to help you, and others you know, with your real estate needs.” When we make it about helping others, rather than just serving our own needs, we are much more successful (and willing) to ask for referrals.

It is a proven fact that the fastest way to get new business is to proactively stay personally connected to your past clients and other referral sources. It costs next to nothing to make a phone call, or stop by someone’s house to deliver flowers. Yet, it creates tremendous value and keeps you in front of those people who know, like and trust you. So, I challenge you to be less timid and more courageous in calling your Sphere and asking for referrals.

About the Coach:
Stuart Kaufman, MS, MBA, is a popular Real Estate Educator, Columnist, and Business Coach who has motivated, coached, trained, and inspired thousands of Real Estate Professionals to “get their spheres, businesses, and lives in gear.” He is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. For a complimentary Courage Assessment, to determine how courageous you are, go to www.GetYourSphereInGear.com. Click on “Free Tools & Assessments”, and then select assessment 6. To ask the Coach a question, send an e-mail to coach@stuartkaufman.com.

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