“𝙂𝙤𝙩𝙩𝙖 𝙢𝙖𝙠𝙚 𝙮𝙤𝙪𝙧 𝙘𝙖𝙡𝙡𝙨!” Every agent has heard it before and downright knows it to be true. But… “Does it have to be a call or would a text or email suffice?”
At a cursory glance it’d be easy to say, “What does it matter?—if you’re more likely to get a contact or lead to communicate via text or email, then go for it!” However, I’d wager a response such as this stops short of the real issue, which asks: 𝙬𝙝𝙮?
If past clients, sphere of influence contacts, and/or leads aren’t taking (or returning) your calls, I wonder, is it because you haven’t, quote unquote, “𝙚𝙖𝙧𝙣𝙚𝙙 𝙞𝙩?”
For example, I’ve noticed that when agents consistently share useful and engaging content with their people (i.e., past clients, sphere contacts, et al.)—like videos on social or informative emails—then, when they set out to make calls, there’s a way higher answer rate.
💬 “I see your content everywhere!”
💬 “Your videos are awesome!”
💬 “Wow, looks like you’re killing it this year!”
All that content builds up your brand -- it produces 𝙫𝙖𝙡𝙞𝙙𝙞𝙩𝙮. Every post, every video, every campaign is designed to nurture the relationship so that when you call, the contact is warm, putting you in a much stronger position to deepen the connection and take next steps.
Obviously, there could be myriad reasons behind poor answer rates. However, if your prospecting time is nothing but voicemails and fruitless conversations—take the temperature—it may be that your people are cold.
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