Great video brandon.. I wonder if all those cheesy TH-cam commercials started out that way if they wouldn't have more people staying on longer to listen
Key insights 💡 Brandon discusses the importance of a strong cold calling opening script and highlights a particularly impressive one that caught their attention. 🧠 People are smarter than we give them credit for, and being honest and transparent in sales calls can be more effective than trying to deceive or manipulate. 😮 By offering to relinquish the perception of control to the prospect, the salesperson can lower their defenses and increase the likelihood of having a conversation. 📞 The success rate of outbound prospecting phone calls can significantly improve by opening up the conversation differently and giving up control at the beginning of the call.
I just watched this video and started doing some cold calls. I haven't got a listing appointment, however, I did get a job offer. hahaha. The guy I was talking to said: "Hey, I'm actually not interested in selling now, however, I appreciate anyone who's willing to go out there and make the calls and I liked your pitch. I'd love to sit down and have coffee and I think you could come work for me." Went on to explain he's in the finance business, etc. He also said that if he were thinking about selling he definitely would have used me. So that's cool lol
Love this opener. It gives the prospect the illusion they're in control when really the sales person is. High intention, low attachment. Some good resources are Start with No and Never Split the Difference.
I listen to this video in the morning and made my calls. This worked, I called 100 expired 8 conversations 1 appointment/follow up I used word by word Brandon example 11:20min. Very Thankful and will definitely will be coaching together at some point. Soon as my other coaching contract is over. Great content keep it up!
There are 100 ways litterally to get on peoples side- Act Human, have more of a meaningful conversation, & just get to the point- It has to be Human stance, no automated sounding scripts- The only way to be different, is to speak different- Show them! You will be surprised how many will call back and say "man you were a nice person when we last spoke" they hear you!
I've been cold-calling life insurance for over a year.. After that year, using scripts, and sounding robotic or insincere, I've come to the realization Just be who you are, like you would be talking to your friends. and really don't try to sound like you're selling, but more like you're offering help...
GOLDEN STUFF per usual. For those complaining about giving up control, the prospect doesn't want to be bothered by you to begin with so you have no control to begin with. That pattern interrupt is an opportunity to have a genuine convo with the prospect and try to create a value proposition.
- 1:40 Reverse sales strategy: Give up control to prospect during a cold call to lower their defenses [Disarmed negotiator emoji] - Pattern interrupt in sales calls: Surprise prospects by offering them control [Control switch emoji] - Cold Call: Increase compliance by letting the prospect decide if they want to talk [Compliance boost emoji] - Psychology: People are more likely to follow through on a conversation if they verbally commit to it [Handshake emoji] - Lead generation in sales: Longer conversations lead to more appointments [Lengthened conversation = lead gen emoji] - 11:20 Cold call opening for real estate sales: Ask permission to speak with the prospect [Doorway peek emoji] - Cold Call Curiosity Loop: Lower prospect's defenses to create curiosity and drive engagement [Question mark emoji]
I love the Sandler method. I sometimes mix it with the Challenger sales method too. It's really not about how to sell better. It's really about how to make your clients buy better. It all depends on the personality type of the client.
May God Bless you Brandon! You really have a bright mind on cold calling, That is why I always watch your show. Keep doing what you are doing Man you are best!!
Interesting. I actually received this cold call recently, and I remember thinking wow that's different...but to me it came off more as someone whose not confident and using the "tell your audience that you're nervous" technique. Maybe that could have also been the case from his tone too. Anyway, I didn't love the script myself but I get the part about disarming which - you're right is important!
ive been sticking to my business plan and calling as many people i can in a day, but only been able to get up to 7-10 conversations, and they all feel non productive. i wonder if a pattern interupt such as this could change the immediate mood for the prospect to ultimately create a better conversation.
It really can, I think many sales people have the tendency to pitch too early as they feel their time on the phone is limited to 30 seconds before they are hung up on. With this method you're treating the customer in a way that they don't feel too pressured.
I appreciate the TH-camr for highlighting this clip from Diary of a CEO, because it was very insightful. However, most of his advice and analyses seemed useless, and generally false. Steven wasn’t shocked by a random “pattern interrupt.” He was shocked by the specific “pattern interrupt” of someone being honest. However, if it wasn’t as uncommon, but if it was still authentic, then people would likely still take such cold calls, because this cold calling approach builds instant trust and rapport-and if a cold caller will be honest with the reason for their call, it’s reasonable to believe that they will also be honest in the rest of the sales process. Secondly, keeping a prospect on the phone longer does not equate to a higher closing rate. A prospect may be more likely to stay on the phone longer if they’re already committed to the decision of buying, but length of time does NOT increase chance of closing. I do thank you for sharing, because I got something out of the clip, but please at least LISTEN TO THE REFERENCE (Steven in this case), because he literally said in the clip what the most significant factor was for him (the cold caller’s honesty)
Key insights 💡 Brandon discusses the importance of a strong cold calling opening script and highlights a particularly impressive one that caught their attention. 🧠 People are smarter than we give them credit for, and being honest and transparent in sales calls can be more effective than trying to deceive or manipulate. 😮 By offering to relinquish the perception of control to the prospect, the salesperson can lower their defenses and increase the likelihood of having a conversation. 📞 The success rate of outbound prospecting phone calls can significantly improve by opening up the conversation differently and giving up control at the beginning of the call.
"Hi, this is ______ I am a realtor, I know you are getting lot of calls, before you hang up, i was hoping to find something out real quick then you can decide we can have this conversation or not. Would that be okay? "
Cold calling is brutal there ether thinking about selling or they are not its just a numbers game. The problem I'm having is these call centers are making calls almost every week to my house from these big wall street companies and investors that are buying 100s of houses its not like nobody is calling them.
I’m making 300-400 calls a day. With maybe 6-8 contacts, and getting 0 appointments 🤯. I can barely get 2 lines into my script. I’m brand new been doing it for about three weeks now…
I'll give it a try. I seem to get hung up on fairly often when I use the opening of "This is Tyler, I'm a local realtor and I'm not sure nows the right time, but I was hoping to tell you why I was calling and then you can decide if we should continue or not, fair enough?" Script.
The approach is more lead source specific as well as Market. If you ever hear Ricky Carruth on the phone, you will notice that he speaks with a slang. That's a southern thing, try that style up North "Hey what's up man, I was just giving you a shout out......aight aight......I'll holla back etc etc, you will get crushed in the North. Tonality makes a huge difference as you already know, but where this tactic appears to be most promising is where the low hanging fruit lies (FSBO's , Expired's). They get hammered, and as soon as you mention the words "I'm a local Realtor" you got a 50/50 shot. If anything, the approach may soothen the anxiety of the prospecting Agent as now you have consent. Once consent is given then no need to rush through the script. Personally, looking for a way to avoid using I'm a local Realtor so up front. It just kills the vibe, unless it's an absentee owner which now signals to them that you are a creditable person to be calling. After you hit them with "Do you still own that property on xyz street"? , they thinking something bad happened to it, then you hit them with "would consider selling" and boom they seeing Dollar signs $$.
I got a cold call from a real estate agent today. I asked them where they got my name and number and would not answer me but were asking me questions about my property in a very pushy demanding way. They pissed me off so I hung up on them. She had the balls to call back from another number. I may report her for harassment. I think cold calling is horrible. I dont know how they got my name and number. They are a complete stranger to me and then demanding answers about my property. The whole experience made me furious. And in my mind I'm thinking I dont want anything to do with this person. I thought they were creepy.
You thought someone was creepy for doing an extremely common and mundane job and are obsessing over it so much that you’re watching videos about cold calling?
@@christophersmith5485 yes. The person who called was rude and very pushy. There are alot of scammers out there. I did not feel comfortable speaking with this person. Also if someone calls you and you ask them how did they get your name and number and they refuse to answer...its creepy
This may just be me, but I feel like this is extremely off putting and comes across as really aggressive. I’ve found that opening with a question works amazingly. For example, when they pick up the phone I would say “Hey! This is (me) with ABC Company, I actually had a really quick question. Do you guys have much outbound shipping out of your location?” (Adjust to what applies to your industry) and go from there.
This method is overrated and cringe. Once someone has heard this opening, that its. Its one and done. If you are the second or third caller to use this opening then you're basically fucked.
The level of BS has to be so high and so fantasy level of selling what people don't even need, just need to fill check boxes...That this guy can sell homes wearing this^
▶ ▶ ▶ WANT ME AS YOUR COACH ?
Schedule a One-on-One consultation here: bit.ly/3uEuE5r
Great video brandon.. I wonder if all those cheesy TH-cam commercials started out that way if they wouldn't have more people staying on longer to listen
@@josephrice29¹11
@@josephrice29😊
Key insights
💡
Brandon discusses the importance of a strong cold calling opening script and highlights a particularly impressive one that caught their attention.
🧠
People are smarter than we give them credit for, and being honest and transparent in sales calls can be more effective than trying to deceive or manipulate.
😮
By offering to relinquish the perception of control to the prospect, the salesperson can lower their defenses and increase the likelihood of having a conversation.
📞
The success rate of outbound prospecting phone calls can significantly improve by opening up the conversation differently and giving up control at the beginning of the call.
I just watched this video and started doing some cold calls. I haven't got a listing appointment, however, I did get a job offer. hahaha. The guy I was talking to said: "Hey, I'm actually not interested in selling now, however, I appreciate anyone who's willing to go out there and make the calls and I liked your pitch. I'd love to sit down and have coffee and I think you could come work for me." Went on to explain he's in the finance business, etc. He also said that if he were thinking about selling he definitely would have used me. So that's cool lol
Follow up and get some referrals
Amazing, and funny!
Did you have coffee with him?
@@myrealtorcarlosortega7559 I did! I wasn't interested but we had a great convo.
Well done
Love this opener. It gives the prospect the illusion they're in control when really the sales person is. High intention, low attachment. Some good resources are Start with No and Never Split the Difference.
You know your confidence when you walk around in a pink suite 😂
😂😂😂😂😂😂
Like a Boss
Gotta be navy pants, yeah..?
And that TIE!!!!
I listen to this video in the morning and made my calls. This worked, I called 100 expired 8 conversations 1 appointment/follow up
I used word by word Brandon example 11:20min. Very Thankful and will definitely will be coaching together at some point. Soon as my other coaching contract is over.
Great content keep it up!
There are 100 ways litterally to get on peoples side- Act Human, have more of a meaningful conversation, & just get to the point- It has to be Human stance, no automated sounding scripts- The only way to be different, is to speak different- Show them! You will be surprised how many will call back and say "man you were a nice person when we last spoke" they hear you!
Nailed it.
I've been cold-calling life insurance for over a year.. After that year, using scripts, and sounding robotic or insincere, I've come to the realization Just be who you are, like you would be talking to your friends. and really don't try to sound like you're selling, but more like you're offering help...
GOLDEN STUFF per usual. For those complaining about giving up control, the prospect doesn't want to be bothered by you to begin with so you have no control to begin with. That pattern interrupt is an opportunity to have a genuine convo with the prospect and try to create a value proposition.
- 1:40 Reverse sales strategy: Give up control to prospect during a cold call to lower their defenses [Disarmed negotiator emoji]
- Pattern interrupt in sales calls: Surprise prospects by offering them control [Control switch emoji]
- Cold Call: Increase compliance by letting the prospect decide if they want to talk [Compliance boost emoji]
- Psychology: People are more likely to follow through on a conversation if they verbally commit to it [Handshake emoji]
- Lead generation in sales: Longer conversations lead to more appointments [Lengthened conversation = lead gen emoji]
- 11:20 Cold call opening for real estate sales: Ask permission to speak with the prospect [Doorway peek emoji]
- Cold Call Curiosity Loop: Lower prospect's defenses to create curiosity and drive engagement [Question mark emoji]
If someone called me and said hey this is a cold call, I feel like i wanna say what the heck is he selling LOL
Just so u know this is a cold call..if u dont want to take the call feel free to hang up now..but if u got 20 seconds let me know
Been using this one for a while, works amazingly well.
This is what I do and it’s a game changer. Don’t tell anyone else.
Deal! 🔥👊
😂😂😂
This is a Sandler technique I heard 20 years ago. That doesn’t diminish its effectiveness.
I love the Sandler method. I sometimes mix it with the Challenger sales method too. It's really not about how to sell better. It's really about how to make your clients buy better. It all depends on the personality type of the client.
Yes, those lines are nice. I also use them at work and they do pretty well sometimes. I love listening to ur video
Record a few calls using this opening, try expireds, FSBO, and even a circle prospect or two. Would be great to see you giving an example.
Agreed he should
to summarize: it is called a pattern interrupt in NLP.
If you're pushy on the phone with the potential seller, they'll think you're going to be pushy during the whole process.
May God Bless you Brandon! You really have a bright mind on cold calling, That is why I always watch your show. Keep doing what you are doing Man you are best!!
Thats a great opening to lower early call resistance
Actually, I have used similar approach
Just be normal, as if you are calling your best friend
Tonality is a must. The genuine vibe.
I love this! On point. Brandon I appreciate your time. 💎
It really works !! I am amazed with the result .
First time here. Instant sub! Thanks 😊 I’m in one of Pace Morbys groups and I’m going to try this on our zoom cold calls.
Are you in a Subto Community by any chance?
I am in subto. I work markets in Indiana. Please reach out if you need anything
Wow!! This is GOOD! I just found your channel 👏🏽👏🏽👏🏽👏🏽
👊
Love this! Amazing content as always Brandon.
Love your content brother! Keep it up 👊
Interesting. I actually received this cold call recently, and I remember thinking wow that's different...but to me it came off more as someone whose not confident and using the "tell your audience that you're nervous" technique. Maybe that could have also been the case from his tone too. Anyway, I didn't love the script myself but I get the part about disarming which - you're right is important!
ive been sticking to my business plan and calling as many people i can in a day, but only been able to get up to 7-10 conversations, and they all feel non productive. i wonder if a pattern interupt such as this could change the immediate mood for the prospect to ultimately create a better conversation.
It really can, I think many sales people have the tendency to pitch too early as they feel their time on the phone is limited to 30 seconds before they are hung up on. With this method you're treating the customer in a way that they don't feel too pressured.
try it, it works
Thanks so much.
Wow! Another awesome tool to use. Thanks Brandon
GREAT VIDEO!!!
I appreciate the TH-camr for highlighting this clip from Diary of a CEO, because it was very insightful. However, most of his advice and analyses seemed useless, and generally false. Steven wasn’t shocked by a random “pattern interrupt.” He was shocked by the specific “pattern interrupt” of someone being honest. However, if it wasn’t as uncommon, but if it was still authentic, then people would likely still take such cold calls, because this cold calling approach builds instant trust and rapport-and if a cold caller will be honest with the reason for their call, it’s reasonable to believe that they will also be honest in the rest of the sales process. Secondly, keeping a prospect on the phone longer does not equate to a higher closing rate. A prospect may be more likely to stay on the phone longer if they’re already committed to the decision of buying, but length of time does NOT increase chance of closing.
I do thank you for sharing, because I got something out of the clip, but please at least LISTEN TO THE REFERENCE (Steven in this case), because he literally said in the clip what the most significant factor was for him (the cold caller’s honesty)
Just aubscribed to the diary of a CEO.. what a bad ass name!!! I’m all in
Key insights
💡
Brandon discusses the importance of a strong cold calling opening script and highlights a particularly impressive one that caught their attention.
🧠
People are smarter than we give them credit for, and being honest and transparent in sales calls can be more effective than trying to deceive or manipulate.
😮
By offering to relinquish the perception of control to the prospect, the salesperson can lower their defenses and increase the likelihood of having a conversation.
📞
The success rate of outbound prospecting phone calls can significantly improve by opening up the conversation differently and giving up control at the beginning of the call.
"Hi, this is ______ I am a realtor, I know you are getting lot of calls, before you hang up, i was hoping to find something out real quick then you can decide we can have this conversation or not. Would that be okay? "
Great opening, great content as usual Brandon 🔥🔥🔥
Cold calling is brutal there ether thinking about selling or they are not its just a numbers game. The problem I'm having is these call centers are making calls almost every week to my house from these big wall street companies and investors that are buying 100s of houses its not like nobody is calling them.
That's actually a smart way to do it
I’m making 300-400 calls a day. With maybe 6-8 contacts, and getting 0 appointments 🤯.
I can barely get 2 lines into my script. I’m brand new been doing it for about three weeks now…
Try this opener
I’m definitely going to try this! Thank you for all you do. I’ve been following for a long time. You rock!
400 calls and 8 contacts? Be careful ur not showing up as spam
@AvocadoSmoothie yup! You honestly should change your calling number every month or so
I have probate lists that I dial about 30-35 numbers a day and I get at least 10 contacts
I love the suits Brandon. Reminds me of Better Call Saul!
Love your blazer!
Sweet suit. Great colors.
I'll give it a try. I seem to get hung up on fairly often when I use the opening of "This is Tyler, I'm a local realtor and I'm not sure nows the right time, but I was hoping to tell you why I was calling and then you can decide if we should continue or not, fair enough?" Script.
Yeah that sounds like a terrible script tbh and I cringe when I hear him say it but maybe it works for some. Id just switch things up then
Great content as always and love the jacket. Real estate agents don't look professional nowadays.
What dialer and skip tracing software are you using?
Thank you once more Brandon ☝️
It’s a Benjamin Dennehy script. I’ve been following him for a while 😎
I just got hooked 🙃
That suit is bussing 💧
Bingo. Winning on this
First heard of this opener from @benjaminD brilliant!!!
Would you change anything if relating to D2D?
How would this be implemented with calling expireds and cancelleds exactly?
Amazing content
What do you ask them after saying "i was hoping to find something out really quick.?
Watched till the end. :)
The approach is more lead source specific as well as Market. If you ever hear Ricky Carruth on the phone, you will notice that he speaks with a slang. That's a southern thing, try that style up North "Hey what's up man, I was just giving you a shout out......aight aight......I'll holla back etc etc, you will get crushed in the North. Tonality makes a huge difference as you already know, but where this tactic appears to be most promising is where the low hanging fruit lies (FSBO's , Expired's). They get hammered, and as soon as you mention the words "I'm a local Realtor" you got a 50/50 shot. If anything, the approach may soothen the anxiety of the prospecting Agent as now you have consent. Once consent is given then no need to rush through the script. Personally, looking for a way to avoid using I'm a local Realtor so up front. It just kills the vibe, unless it's an absentee owner which now signals to them that you are a creditable person to be calling. After you hit them with "Do you still own that property on xyz street"? , they thinking something bad happened to it, then you hit them with "would consider selling" and boom they seeing Dollar signs $$.
What if they just say no? Just hang up or try to get a time to schedule next time?
Michelle Harris, Allendale NJ
i have just joined real estate in Dubai,, wish me well guys
Success 🎉
Listen before you hang up, I was hoping to ask you a question really quick, will that be okay
Brilliant, I am gonna use it. Lol
Bro forgetting script again n again
I got a cold call from a real estate agent today. I asked them where they got my name and number and would not answer me but were asking me questions about my property in a very pushy demanding way. They pissed me off so I hung up on them. She had the balls to call back from another number. I may report her for harassment. I think cold calling is horrible. I dont know how they got my name and number. They are a complete stranger to me and then demanding answers about my property. The whole experience made me furious. And in my mind I'm thinking I dont want anything to do with this person. I thought they were creepy.
You thought someone was creepy for doing an extremely common and mundane job and are obsessing over it so much that you’re watching videos about cold calling?
@@christophersmith5485 yes. The person who called was rude and very pushy. There are alot of scammers out there. I did not feel comfortable speaking with this person. Also if someone calls you and you ask them how did they get your name and number and they refuse to answer...its creepy
@@hollymartinson-ui1ksit’s public record, that property is in your name and sometimes you can get a phone number like that as well
Creepy interesting word were they standing outside your house while phoning you at the same time.
The more you use this dialog, it'd easy to notice other opportunities to ask permission to keep moving forward.
Let's agree to do nothing at this point
I gotta move on. Please hang up cordially so that I can. Thanks
Bro he did not sell him, it sounded good to the prospect but did not get the meeting. Therefore is it really a good exemple ? No
That will not work in places where cold call is illegal.
Where is that?
It’s not illegal anywhere. Just technically regulated to specific times during the day.
Like the messaging but the suit does not fit well, I would see a tailor personally
It could work for b2b
This may just be me, but I feel like this is extremely off putting and comes across as really aggressive. I’ve found that opening with a question works amazingly. For example, when they pick up the phone I would say “Hey! This is (me) with ABC Company, I actually had a really quick question. Do you guys have much outbound shipping out of your location?” (Adjust to what applies to your industry) and go from there.
Go Blue!
Bruh this don’t work in America… this is some UK style
This method is overrated and cringe.
Once someone has heard this opening, that its. Its one and done. If you are the second or third caller to use this opening then you're basically fucked.
The level of BS has to be so high and so fantasy level of selling what people don't even need, just need to fill check boxes...That this guy can sell homes wearing this^
to much talk just make video live cold calling rwal client
garbage