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| Real Estate Jam session podcast guest full video. Richard Blank Costa Rica's Call Center |
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| Group: Administrator Level:  Posts: 180 Joined: 3/6/2019 IP-Address: saved  | Joe Killinger: Welcome to the Real Estate Jam session. You know, I always try and bring value to you guys and it's all geared toward the real estate industry, and I'm always looking for ways that I can really enhance the experience of being in this industry. And cold calling, like it or not, is a big part of our industry. Joe Killinger: So as fortunate to run into Richard Blank, Richard has been a cold collars entire life. Matter of fact, he runs a cold calling company down in uh, Costa Rica, which I think I need to go visit someday. Looks beautiful down there, but he came on the show today and really gives us tips and tricks to really be more successful with our cold calling. Joe Killinger: So make sure you check it out. Give us a like while you're there. Now, if you're new to the channel, my name is Joe Klinger. I've been a real estate entrepreneur for over 20 years, and I use this channel to bring on people like Richard to really help you learn all that tips and tricks to be successful in this industry. Joe Killinger: So make sure you check it out, give us a like where you're there, and if you haven't done so, make sure you. Joe Killinger: So Richard, you know, is a, a real estate agent. Breaking those barriers, getting in front of a client, a serious client, and, you know, a, it's, it's daunting, right? You know, you gotta pick up that phone and be ready for rejection and, um, you know, it, it's very hard. So, can you kind of, uh, let's, let's start with commercial real estate first. Joe Killinger: Let's, let's start there and talk about what tactics do you put in place to really help you, um, get through to the decision maker? Richard Blank: First and foremost, very happy to be sharing these ideas with you. And yeah, I appreciate enjoying the time that we're having today on this podcast. And so what I do here, I have a simple structure. Richard Blank: I have an introduction of body and conclusion, usually in a normal conversation, and the average attention span, in my opinion, is 30 seconds to two minutes. So let's say you're making a prospecting outbound phone call, as you were mentioning, B to. B to B business to business, the first thing I would do is when somebody answers the phone, is to use your anonymity and do a company name spike better than they would. Richard Blank: So I'd say, Hey, how's Joe doing today? , you know, and then just to make sure that the whole company is doing great. And then the individual that answers the phone would usually ask me. What is your name? And the first technique I would mention is a buffer boomerang technique because they're usually, as you mentioned, black and blue, from getting so many phone calls. Richard Blank: Mm-hmm. . And the fact that they are just gonna say, We're good. Thanks. Hang up or not transfer the call. You almost have to differentiate yourself, mothers, So usually I like to say even the name of the company and how the company's doing the first time. And then when they ask me this buffer boomerang technique, I will say, Hey Joe, that's an excellent question. Richard Blank: My name is Richard Blank, and so this individual sees the active listening. I can readjust their negative tone into a positive tone, repeat their question, and then send it back once again with a name drop and who I am. And so after gaining the trust of this gatekeeper, as you would call them, I'm also gonna let them know that I'm transferred to the decision maker. Richard Blank: I'm gonna let them know how great you are on the phone. We call that a positive escalation. So it increases your odds of actually having that call transferred. Didn't say you got the appointment but transferred. So then when the call is transferred, you are given the gift of telling this individual how amazing Joe was who answered the phone. Richard Blank: And so you still have your anonymity. And don't be anonymous. The whole call, that's a little bit of shape, right? But if you just start off strong by complimenting someone that works with. , it separates you from the others that have been calling and shows what you do prior to contracts. And so this individual, once again will ask who you are. Richard Blank: It's another word buffer. Boomerang, That's an excellent question, Mr. Decision Maker. My name is Richard Blank, and so we're having these conversations with the individual and if you're mentioning all of the different services, options, and features of your real estate business, In your way. I just wouldn't do desert pitching Joe, because a lot of times people are so scared or reluctant to let someone speak for the fear of being hung up upon, So I believe pitch. Richard Blank: Desert Pitchings. If you give a list of five things in a row and not even giving the person a chance to look at your dessert and make sort of reaction on it, there's no oasis in the Joe Killinger: desert. I'm gonna learn a lot today, I can tell. Ok. And so Richard Blank: it's almost like the MLS when you're talking about a house, you know, you mentioned ways of the house. Richard Blank: With the commercial real estate, you have to go over certain sections, and since it's a non-visual call, you have to gauge the positive or the negative reactions from. This potential client. And so I say slow down on your list of things that you're offering. Take the horizontal to a vertical because you are gonna find one or two things of interest, and then stack that with opened ended questions so they can explain to you. Richard Blank: Why commercial real estate is important, why they may move forward. Okay. And so as we're continuing this conversation, my suggestion, cuz you're very keen on this, is that this is a first time phone call and there are certain tele signs you can get from somebody over the phone. Once again, I talked about 30 seconds to two minutes. Richard Blank: My tone needs to be consistent of empathy and confidence, right? There's four sections to phonetics. It's tone, rate, pitch, and duration. Everyone talks about mirror imaging, but I'm not gonna mirror image someone that's negative. So I will always stay positive and always have the answer. But this is the part Joe of manipulation that you will enjoy if you pay attention to how fast and the speaking level, the pitch of somebody. Richard Blank: In every 30 seconds to two minutes, you might see a spike or a dip, and you know perfectly well that's the perfect time to ask a tie down, pin down question. Or potentially if there's noise in the background because some people are working from home, that's still even within, uh, commercial realing that you would passively inadvertently and passive aggressively. Richard Blank: Let them know the Me Too technique on how much you like dogs. Because the dog is making noise or there's a distraction. Someone's on a cell phone. In a car. And so you can always ask the follow up question, What's the dog's name? And so if someone says, Fluffy , Well, I love dogs. Yeah, Put fluffy outside. It's throwing in the call. Richard Blank: And when they come back, Joe, and I know you're trying to lock in in an appointment, but this is the time that your audience can anchor the coal. You've already made your introduction and you're in the body of the coal, but the fact that you and I could talk about your dog for a couple minutes, What that does is that's when you will usually ask me again, excuse me, what is your name? Richard Blank: And then I'd say, That's an excellent question Joe. My name is Richard Blank. And then your name dropping me the rest of the call. And so when we finish it up, when we go to the conclusion, I want you to say, Joe, since you still have me on the phone, are there any other questions that you have? Cuz you showed me you like A, B, C, and d. Richard Blank: I know you don't like 'em all, but you showed me you'd like two. Any other questions that you may have, You may or may not. But I always review the information, Joe in military. because A is to clean its way, but instead of ending the call, a lot of the times the people have served in the military, nobody's that has. Richard Blank: Yeah. And then instead of ending the call, you're on the call for another five minutes. Yeah, but I'm still not done. When I'm doing the follow up email to the individual, I will definitely give a written positive escalation on Joe who assisted me. Mm-hmm. to transfer the call. So when I do the Richard Circle and I come back again making the follow up, call the individual yourself, that answer the call is gonna say, In 10 years, no one has ever written something like that about me. Richard Blank: Yeah. Thank you. And so I'm not saying that you're gonna get the deal, but obviously going from half court to three point to foul line, Yeah. I think you've increased your odds and you've also separated yourself. A lot of people that are just trying to angle in on that goal. Yeah. Oh yeah. You're not just custom make and you compliment a promotion or an anniversary. Richard Blank: And you really just take that extra effort that will separate it. And I have seen a larger conversion ratio of emails coming back from those. Not just, it just doesn't work. Joe Killinger: Yeah. It's, it's personalizing. It is, You know, we've even, I've even tried doing a personal note after I had a conversation with somebody sending it. Joe Killinger: I couldn't believe the return on that. You know, it Richard Blank: just remember the positive escalation of Joe Killinger: everyone. Yeah, it was just a quick little notes and it really worked. But now how do you, I've got so many questions because this is brilliant. The way you're phrasing all this is exactly, how do you get in, Let's say you the, the gatekeeper's, a really good gatekeeper. Joe Killinger: Ooh, what's the, Yeah. How do you, the scary ones, right? How do you break through that? How do you get through to, from them to the next level? Richard Blank: My good friend. Did
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| 10/5/2022 8:50:34 PM |     | |
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