To build a tribe, and have a raving group of fans (contacts) out there who wouldn't even consider working with somebody else, you have to do something to create that raving fanaticism... Make every phone call count!
Today I spend far more time typing than talking - text messages, messenger, email... I make fewer phone calls than I used to.
Which makes every phone call that much more important!
Each phone call is a personal interaction, where the person you're talking with can hear and feel everything you're giving to the conversation - both verbal and nonverbal cues, regardless of the message.
- Energy Level - are you the Energizer Bunny, or are you yawning while last night's lack of sleep catches up with you?
- Mood - are you upbeat, uplifting, positive, and friendly, or a Debbie Downer?
- Outlook - a cool head and a calming presence, or frantic-frustrated-discouraged?
- Focused - is this phone call the most important thing in your life right now, or are you talking to other people at the same time while clicking on a keyboard and/or shuffling papers around?
- Prepared - do you know the history, the details, the options, and the potential outcomes and alternatives, or are you just winging it?
It's easy to come across as the hero when the news is exciting:
Tribes are built, however, on the other kinds of news:
- "They didn't accept your offer, but I'm confident we'll find a similar house in your price range soon."
- "The buyers' loan has been delayed, so they can't close on time. Here are some options to consider as this will relate to your moving date..."
- "The offer is lower than we had hoped for. Let's look at the comps again and discuss the benefits & drawbacks of accepting this offer compared with waiting for another, potentially better one."
Every time you pick up the phone, whether you're sharing good news, bad news, or no news at all, the goal should be the same: At the end of the call, when the other person hangs up, they should be happy they talked with you.
So pause. Take a deep breath. Smile. And say hello.
- Chris Butterworth
Ps - One way to pre-sell your contacts on your knowledge, ability, and helpfulness, is to send them a monthly or twice-monthly eNewsletter - every month, like clockwork. I can help you do this, if you want - it's what I do best..