Melissa Krchnak
By Melissa Krchnak
Jim Rohn asks, “What does the word ‘no’ mean to a child? Almost nothing.” He’s so right, too. I have two nieces under the age of 6 that I just spent last week with and they couldn’t understand “no” any less. No candy. No soda. No dessert until after dinner. No playing with your Happy Meal toy until you finish your nuggets. And yet, they still push. They’re relentless. They don’t give up until I give in. And, they always win. Not because I’m the cool, fun aunt. Because I get worn down to a place of exhaustion. It’s so energy-draining that it’s not worth the fight.
I’m not saying you should wear your clients down the way these two adorable rug rats do me, yet, why do we announce defeat at the first “no?”
I have a challenge for you: If you set out to make a certain number of calls today (say 100), set out to get 100 “nos” rather than make 100 calls. It’ll take a few more calls, and yet, that extra call might mean extra business.
Here’s to getting nos!
Melissa Krchnak is the assistant team leader for Keller Williams Realty in Rancho Cucamonga, Calif. Connect with her at kwrancho.com.
Subhi J. Gharbieh
By Subhi J. Gharbieh
Being a REALTOR® for a little more than four years now, I have a good understanding of how to approach my business today. I think it is safe to say that when I got into the business, “cold calling” was pretty much being phased out. With the emergence of federal and state Do Not Call laws, it was becoming very difficult to effectively prospect potential clients over the phone. On the flip side, I feel that these laws have made us resort to more genuine, personal ways of prospecting.
I have found that my most effective prospecting strategy is to simply put yourself in your potential client’s shoes. Would you give the time of day to sit on the phone and listen to what some REALTOR® who you have never met has to say? Especially when they call around dinner time…who enjoys that? I personally would not speak to any telemarketer trying to sell their product/service over the phone, so I am not a big fan of cold calling.
Social media today has really evolved the way we prospect and do business overall. Blogging, tweeting, and sharing your posts with Facebook friends, are easy ways to get your message out to an unlimited number of prospects. Who knows which one of your friends will share your post, exposing it to all of their friends, and on and on… Facebook is also an easy way of gathering an e-mail list of potential clients, if they do not choose to hide their contact information.
So get out there — knock on doors, attend local events, and meet new people! Life is too short to be shy.
Subhi J. Gharbieh is the broker owner of Gharbieh & Associates in Dallas. Connect with him at www.Gharbieh.com or on Twitter @subhig.
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