003: Agent Commandment 3 – Thou shalt not annoy prospective clients

Picture the scene:  You’re sitting down to dinner with your family after a long, hard day at work.  You’re finally catching up on your kid’s day at school, and hearing about the great things that happened that day.  That’s when the phone rings.  It’s a telemarketer.  You politely decline whatever it is the person is offering you, but they keep bulldozing right through your objections.  No matter what you say, they won’t take “no” for an answer.  Finally you just hang up, disgusted.

Who likes hearing from telemarketers?  Nobody!  So why is it then that the prevailing wisdom in the real estate industry is that agents should become telemarketers?  Why are they made to feel like they are failing themselves and their families if they don’t make the requisite number of phone calls every day to people who didn’t want to hear from them in the first place?  They are told “every no is closer to a yes” and “there’s more dirt in every mine than gold”, and other ridiculous things like that.  And god forbid you express any interest whatsoever.  They’ll never stop calling you!

As we mentioned in Episode 2, the barriers to entry in the real estate industry are too low, and that invites the lowest common denominator to the industry – the sales culture.  In this episode, Kevin, Karen, and Gil take issue with the “creepy stalker” approach to client acquisition.

Listen to the episode here.


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