Crazy Reaction I Got From Cold Calling!

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Today I was cold calling Realtors for my primary business, Numis Network. I know I know, cold calling?? EW!! Who wants to do that? Well, I certainly don’t, but I did it anyways to get even more practice on the phone and learn to be absolutely un-messable and impervious to rejection! I’m always trying to expand and grow and find new ways that my team can sponsor more reps, after all the name of the game is duplication ;).

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My Story on Prospecting Realtors:

I wrote out a list of about 20 realtors. I tried to find every single excuse as to why I can’t call them and how it’s just not the right time. I finally said, you know what I’m just going to call!

My heart started pounding, my face was sweating and as I dialed the first number I could feel my palms cramping. I picked up the phone and dialed, PHEW! NO ANSWER! Left a message, and moved on to the next number.

By this time I was already into it and all of the numbers were written down (very important because if they’re written you feel like you have to get through them) so I made the next call….

Crazy Reaction From The Second Call:

YIKES! He answered! I used Todd Falcone’s Little Black Book of Scripts and started talking with the guy asking him some questions. At first he was hesitant to speak with me, then I got the dreaded question, “Well What is it??”

Inside my mind I was freaking out wondering what the heck to say to it. Then I referred back to the script, gained my composure and totally dodged the question. It worked! Here is where MOST people screw up completely when they’re talking to prospects…

After I talked with him and dodged his “what is it” question, this was his reaction:


I was thinking on and on about what I should say, how I should get him to talk, maybe I should talk more about Numis Network, I mean this guy was silent for a good minute, which doesn’t seem like a lot but when you’re on the phone that’s a HUGE awkward break in the conversation! So here is what I did that totally changed the posturing of the conversation and put the ball back in my court,


I said absolutely nothing! Ever hear the saying that the first one to speak loses? Well I decided that I was NOT going to talk until this guy answered my question and gave me some feedback. So what did he do? After the minute of extremely awkward silence, he started fumbling around on his words and finally said “OK, send me the video and I’ll definitely take a look!”

YEAA! I was excited, 2nd cold call and I already got someone to agree to watch the video, that’s pretty good!

The lesson to be learned here is that it’s so easy for us to try and say all the right things and do it the right way, but at the end of the day you just need to get out there and DO it! Don ‘t worry about what they’re going to say, because they might not say anything! I knew that this guy was testing me and that if I said too much, I would completely lose control of the conversation! Don’t be afraid to let them speak and keep the ball inย  your court. Remember that YOU control the conversation and based on what you say andย  how you say it you can make an absolute killing!

So Why Did I Cold Call?

Like I mentioned before, I don’t “need” to pick up the phone and start cold calling people, in fact no one needs to if they don’t want to. But I knew that it’s a way forย  me to get out of my comfort zone and try something new that may help out my team. I heard this quote from my great friend and business partner,

“we attract who we are, not who we want.”

Be the worker you want to see in your team and they will follow. If you want to be a good leader help your team when they need it, if you want to be a great leader, set the example and do the things every day that will constantly make you better! ๐Ÿ™‚

To Your Success!

Jessica Perretti


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