Time to end pro­cras­ti­na­tion and dis­trac­tion with a healthy dose of ac­count­abil­ity: Tara Bradbury tack­les the vi­tal is­sue of phone prospect­ing.

Elite Property Manager - - CONTENTS - Tara Bradbury Tara Bradbury is the Di­rec­tor of the BDM Academy, shar­ing her busi­ness de­vel­op­ment ideas and strate­gies with prop­erty man­age­ment BDMs and prin­ci­pals. For more in­for­ma­tion visit bd­

Tara Bradbury

Over the last few months, I have been vis­it­ing of­fices to con­duct coach­ing ses­sions where agents have al­lowed me to ob­serve their phone prospect­ing. While sit­ting on the side­lines, I found a com­mon trend that makes th­ese ses­sions more dif­fi­cult than they need to be, and passed along my tips to en­sure the best pos­si­ble re­sult on fu­ture calls.

Do you find your­self:

• Re­spond­ing to con­ver­sa­tions hap­pen­ing across the of­fice that have noth­ing to do with you?

• Get­ting dis­tracted by your emails?

• Fid­dling around try­ing to col­lect as much in­for­ma­tion as you can from the con­tact data­base?

• Wait­ing for an­other team mem­ber who is near you to get off the phone so that there is no back­ground noise when you make the call?

If so, you are pro­cras­ti­nat­ing! With­out ac­count­abil­ity, you will con­tinue to dis­tract your­self from the task at hand and get to the end of the week won­der­ing where all the time has gone. Time isn’t the prob­lem. You must take re­spon­si­bil­ity for your own ac­tions and for the re­sults that you achieve.


In or­der to cure pro­cras­ti­na­tion, you need to bite the bul­let and make that first call. No mat­ter what chal­lenge you are fac­ing, the first step is al­ways the hard­est.

Most peo­ple in the in­dus­try would agree that phone prospect­ing is hard work. It doesn’t mat­ter if your call is cold, warm or hot; noth­ing is guar­an­teed. Your prospects can change their minds faster than my two-year-old at break­fast time, where one minute she’s telling me she wants Vegemite toast and the next she wants peanut but­ter.

Each day you go into th­ese prospect­ing ses­sions with a fear of the un­known and, once they are done, you are left with more ques­tions than you started with.

• They said they would call Wed­nes­day, but it’s now Thurs­day. Should I call?

• Will they yell at me for call­ing?

• Is now the right time?

• Will they want to talk with me or am I drown­ing them with fol­low-up? You’ll never know the an­swer to th­ese ques­tions un­less you ask. So stop over­think­ing and pick up the phone!

With a bit of guid­ance, I am proud to say that dur­ing my pre­vi­ously men­tioned coach­ing ses­sions leads were achieved by all mem­bers of the sales and prop­erty man­age­ment de­part­ments. All of them be­came more con­fi­dent the more calls they made. Let’s cover what they did well:

• Prior to the prospect­ing ses­sion, they had planned the calls that they were go­ing to make and then dou­bled the amount that they could achieve in the blocked-out hour to en­sure they could make the most of the time.

• They had tar­gets set for con­nec­tions they wanted to achieve with a goal of 10 con­nec­tions per ses­sions.

• They fol­lowed the lead of op­por­tu­nity – they were aim­ing for more prop­erty man­age­ment ap­praisals but found op­por­tu­ni­ties for sales. So they took the in­for­ma­tion re­quired and passed it onto the sales team.

• When they con­nected with a con­tact, they fin­ished the call know­ing when they would speak with them next or who they needed to re­fer the op­por­tu­nity to.

The process of prospect­ing for new busi­ness is as stress­ful as you choose to make it. If you are mak­ing calls sit­ting down and you feel trapped and un­com­fort­able, stand up and move around. If you don’t have the of­fice space to do this, move to a dif­fer­ent room, go to your car, a park or cof­fee shop; you might even con­sider work­ing from home.

If you thrive off com­pe­ti­tion, move into the sales de­part­ment and do your daily prospect­ing ses­sions when they do. If you need an ex­tra nudge, find a team mem­ber or some­one close to you who will push you when needed and help you through the tough times.

Re­mem­ber, you are only as good as your next call. Ev­ery time you pick up the phone, give it as much en­ergy as you can; this could be the big­gest client you will ever sign. Don’t waste time mak­ing ex­cuses. Max­imise your time and achieve re­sults! ■

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