Pick Up The Phone – Take The Risk!

25 Jul 2023 · 1 min

Watch on YouTube

0:44

In this motivational segment, the brokerage owner addresses his real‑estate agents, urging them to abandon passive waiting and engage in active prospecting. He acknowledges that most people prefer the comfort of waiting for leads—"eating bonbons"—because it feels less confrontational. However, he stresses that successful selling inherently involves risk: picking up the phone means risking rejection, as the person on the other end may simply not want to be sold to. He frames this risk as a normal, unavoidable part of the business, encouraging agents to take the initiative despite the discomfort.

Chapters

As the owner of a brokerage, I spend a lot of time asking my agents to please go do prospecting and tell people they're in the business. And like most people, they would rather sit back and eat bonbons and wait for the phone to ring. And I get it, that's human nature. You want people to come to you because that's less confrontational, but you're going to have to take that risk. Prospecting and selling things involves risk. And the risk that you undertake when you pick up the phone is that the person on the other end does not want to talk to you. Not because you're not an amazing human who is fearfully and wonderfully made, as it says in the Psalms, but because they don't want to be sold anything. And they have this perception about real estate pros that you're always on, 'cause some of you are always on.