Cold Calls, no that’s not a good start to a blog post, no one likes cold calls. I know I don’t. Oh, I know, I will start like this.
O.K. It’s Monday, my call day. Not that I like making Cold Calls-I don’t. I guess my biggest challenge with cold calls is that I don’t like it when someone cold calls me! You are probably the same way. Anyway,…… I am a title rep for a national title insurance company in Phoenix, AZ so that is what I am doing today to set my appointments. Making calls. To Realtors. Warm calls I hope.
Ok, now if you are reading this you are a Realtor or you are a lucky consumer that has stumbled across me on the internet-most likely Google since 86% of all searches happen there. Either way, welcome.
statowl.com
As you can probably tell I’m a little techie. I mean, I have a blog. A pretty nice one too. How many other title reps do you know that have a blog? Not many probably. Compared to most Real Estate professionals I must seem like Einstein. Why? Well because I leverage technology to grow my business. Something an overwhelming majority of Real Estate agents don’t. I mean they have websites…they just don’t do anything (the websites that is). Now, I know what you are thinking, Stephen, why are you making cold calls if you are “a little” techie? Well the first rule in sales is to be where your customers are and my customers (at least an overwhelming majority of them ) are not on the internet. But I aim to change that. You see, Realtors don’t go to Google when looking for a title company.
See look.
See, I told you.
My job would be so much easier if real estate agents searched Google like this:
My life would be so much easier...
OK, so back to my calls. Today I called an agent that I have heard of, you know someone that does enough business to get noticed but not some insane super producer that sells 500 houses a year. Any way, I called her and said, “hello, this is Stephen with XYZ title company and I would like to help you grow your business.” “Well”, she said “Stephen, I appreciate the call but I am very happy with my title company that I have worked with for years.” Now most title reps would have stopped there. Not me. Here we go, follow me here.
Well Joan, (that’s not her real name , I’m calling her that to protect the innocent). Anyway, “Well Joan, Can I ask what it is about your title company that keeps you coming back, I mean you seem very loyal and I can appreciate that. I wish I had more clients like you” (I really do by the way). “Well”, Joan says “my title company provides great service and they are very friendly and I have used the same people for years.” I say “Great!”. I say, “well, it’s getting a little tougher out there, question for you “Joan”, has your title company helped you increase your business?”
Joan: “well, involuntarily I guess”. {Here we go……}
Me: , “well, what do you mean involuntarily I guess?”
Joan: “well…..(and she is searching for something to say here), my title company has given me great service and they have provided renewal hour classes and they help me with my labels (Yes…..she said Labels) and they sponsor classes about short sales.
Now at this point I am smiling because I know I have the appointment, even though Joan doesn’t know it yet.
Me: “wait a minute Joan, maybe I’m crazy but what you just described sounds more like the job description of a title company, than a value proposition, they are supposed to provide great service aren’t they?”
Joan: “Yes, I guess they are”.
At this point I say, “Joan, since we have already concluded that your title company is really doing their job description….., have they actually increased your business?”
Joan sighs, as I can tell this is not easy for her (It kind of stinks when you realize that the people you have worked with for so long really have not increased your business.) 
Here it comes. Catch this. I say, “Joan what if, I could provide you with the same level of service as you have now OR better AND I could actually help you increase your business, would you want to meet with me then? Joan says” w-e-l-l, what is it that you do that my title company doesn’t?”
Me: “Well Joan, I help my clients get found on the internet. 90% of consumers start their home search on the internet-and 96% of 1st time home buyers go to the internet first”. “In addition, 80% of buyers will go with the 1st agent they come across. That’s where you need to be!”
Joan: “I’m Listening.”
Me: “Well Joan, I help my clients get found on the internet, using Social Media, Blogs, Video and Search Engine Optimization. Both on and off page SEO.”
Joan:,” I need help with that.” Of course she does. All Realtors All businesses need to be where their customers are and more and more of their customers are on the internet. Period.
For some reason the real estate industry (at least here in AZ but I suspect everywhere) has been slow to adopt more technology based marketing plans.
Me: “Joan, I feel confident that I can help you grow your business and provide you and your clients with fantastic service, and at the very least, save you time and money in your business.”
You can see where this conversation is going.
What do you think Joan said?
What would you say?
Anyway, you know that I don’t like cold calls, BUT I do want to help you grow your real estate business. So, until enough people start searching Google for a title rep to help them build their business, I’m going to have to continue making my calls. Unless of course you want to save me. (this is an invitation by the way).
Time to find my next Joan, can’t wait to write about the next Realtor I show how to increase their business using Web 2.0 technology.
I hope to talk to you soon.
Ready?
Go.
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