The Cold Call That Made the House Sale

by Madonna on October 21, 2012

I purchased my first property as a direct result of a warmish, cold call.

Most of the realtors I had previously dealt with were not listening to me.  They had made certain assumptions about me and what was the best property for me as a single woman on a reasonably limited income.

I was very specific about the type of house I wanted, while the locality was not an issue at all.  The type of house I was not prepared to compromise on was a Queenslander.  Many Australians recognise this style of house but for US readers, it’s like the one in the photo.  These type of houses work well in the Qld climate and are highly sought after to renovate.

My taste has changed considerably since then, but at the time, I refused to compromise.  I had viewed about 60 houses, but I couldn’t afford them any of them, so they all appeared to be out of my price range.

The estate agents that I had previously dealt with had begun to consider me a waste of time and put me in the too hard basket.  But one new realtor who I’ll call Ivan, heard another agent discussing my unwillingness to compromise and asked if he could have a ‘go at me,’ which was the way he put it to me later.

Apparently Agent No 1 was more than willing than pass me on to someone else.

Ivan called me that afternoon, introduced himself as an estate agent and asked if it was OK to come around and show me everything he had.  That phrase worried me somewhat at first, but considering he was of Western European extraction and not entirely au fait with our Australian slang, I assumed he meant properties and not his private parts.

Ivan arrived armed with a load of photos of properties I had never seen before and I couldn’t help but wonder what the other agents had been doing sitting on all these gems.   It seemed pretty obvious to me that I would buy a house from Ivan.  I liked his attitude and his willingness to spend time really listening to what I wanted.

And I think he knew that he would find my perfect house and sell it to me and that’s basically what he did.

Ivan showed me a property I had seen the very first day I started looking for my dream home and I really wanted that house.  At the time, I thought I couldn’t afford it and the original agent made it worse by telling me what money guzzlers these type of houses were to upkeep.

When Ivan showed me that photo, I instantly made the decision that his unsolicited call to me had happened for a reason and that I would own that house.  Even though I did not have enough money to buy the house in that moment, I put in an offer and the house eventually became mine.

How I ‘found’ enough money to call that beautiful Queenslander mine is another story and another blog post.

If Ivan had not been so determined to make a sale and had the courage to pick up that phone and make that warm call to me that afternoon, I would not have been able to enjoy living in that house for the next 10 years.

Don’t make assumptions about prospective clients and what they want. Don’t try to sell them what that need; sell them what they want.  Instead of sitting around and waiting for business to come knocking, ask yourself who could you call today.  Do get on that phone.  Start making warm calls.  Think about cold calling as a viable and often overlooked business strategy.

Imagine how much extra business you could generate if you could overcome the fear of making business calls.

Why don’t you download the free Ebook on this page, Cold Calling without Fear. It will teach you that it’s not nearly as terrifying as you think to pick up the phone and call another human being and you never know where it will lead.  It could lead to a sale.

Madonna Robinson

Madonna works with network marketers, salespeople and home based business owners to help them develop the mindset required to become successful in business. She teaches them how to access the 'energy' behind the barriers to their success so they can make more money more quickly. Madonna Robinson is a Personal Development Consultant and Mindset Specialist, has degrees and diplomas plastered all over her wall, but all you need to know is that if something is blocking your business success she will teach you how to unblock it. She is available for consultations on the phone worldwide because energy is energy and not location specific. If you don't know how to access and use energy techniques, you are missing out big time. Contact her now.

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